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TILT Selling to Today's Buyer
The Way Your Customers Buy Has Changed...Find Out How to Sell to Them
Kevin Ryan(0)
About
In this market, the TILT Sell Process can be your edge over the competition. TILT was designed for the buyer-centric market. It works from the perspective of the consumer in a buying-partnership model. It is based on quickly creating the right relationship and then progressing it to a facilitated buying decision so it is suited to both one-off sales interactions and long-term business relationships. It allows novice salespeople to use quite high level skills quickly and it shows experienced salespeople how to modify their relationship skills to work with the post-internet consumer. The TILT strategies are specific and targeted, but non-manipulative. They want to move to the next step; it is natural and unforced. Rather than being perceived as a salesperson, the TILT practitioner is seen as a trusted buying adviser.
TILT is an acronym for the four key steps:
1. Trust – build trust quickly
2. Influence – put yourself in a position of influence
3. Leverage – apply leverage to move the client forward confidently
4. Trigger – identify and apply the factors that will trigger a buying decision
TILT is an acronym for the four key steps:
1. Trust – build trust quickly
2. Influence – put yourself in a position of influence
3. Leverage – apply leverage to move the client forward confidently
4. Trigger – identify and apply the factors that will trigger a buying decision