When I finally came across this concept, I finally felt I had found the style of selling that suited me.
Now, there is a place for the hard sell, and it is useful for clearing out the undecided or the people you do’t want to work with or sell to!!! But it is not something I am comfortable with.
This guy argues that the client wants to be sure you can “manage” the role they need to buy. I think that is too confusing.
I am a qualified engineer. I used to hide the fact I was selling with various titles until a client, on my entry into a monthly service review meeting and he said “oh, this is going to cost us money”. And I realised that was my role, to sell them what they needed to buy!
It can be summarised as:
Where are you?
Where are you going?
What is stopping you?
Take their vision, and then engineer the solution the client needs. It is consulting, no matter how it looks, but yes, it is managing too!