Short transcript excerpt discussing consultative selling as the most effective approach for selling information products. The speaker describes teaching experts to package knowledge into products (ebooks, info products) and emphasizes asking questions to diagnose prospects’ problems, selling solutions (not products), and building trust—even referring prospects elsewhere when appropriate.
One of the things that we do in our business is we take experts and we teach them how to package their information up into products like ebooks and other information products and sell them. The best selling methods are consultative selling, where you don't sit down and try to talk someone into buying. You sit down and you say, let me ask you some questions. Let me learn about you and find out what all your problems are and let me see if what I have is even a fit. Then once you've found out where they're at, what their problems are, all the challenges they're facing are, and what they'd like to accomplish, then you sell solutions. You sell them fixing their problems, you sell them getting what they want. Not your thing. The best salespeople are the ones that walk in and sit down and ask a bunch of questions and then say, my product can't help you. Let me refer you to someone who can, because those are the people that win the trust. And they say, this is the thing that will solve your problem. The prospects, that's the thing I need because they're trustworthy. So learning consultative selling and really learning how to sell like a professional is very important.
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