THE
ADVOCATE
Introduction
CONGRATULATIONS! You’re the Advocate!
You want to feel good about the work you’re doing AND hit your goals.
In that order. You are for everyone and you will not strain or sacrifice relationships just to close a deal.
And we commend you for that!
MAGNETISM FOR MONEY
The broader sales culture and its stigma has moved you further into your morality stance and that is understandable.
But consider that your current approach to sales forces you to push people into action if you want to consistently hit quota. But this “catch 22” is actually a result of the lack of process and technology innovation in the craft of sales.
Everyone can win big in this role. Be the person your prospects need you to be for them. Challenge their thinking, fight for their highest possible good, and you will begin your journey to becoming a Change Agent.
Your Strengths
Compassion
You take a genuine concern for the pain your prospects experience
Support-Focused
You provide tangible assistance to your prospects during the process
Empathy
You have the ability to understand how your prospect is feeling
Relationship Oriented
You have the ability to connect with your prospects in a meaningful way
Practical Help
You naturally provide immediate, helpful advice to your prospects
Hopeful Future Focused
You desire the future state of your prospects to be better than today
Your Opportunities
Mindset
Correct your inaccurate assumption that selling lacks integrity
Consistent Process
Stop prioritizing connection over driving clarity that leads to action
Bring Challenge
Fight for their highest possible good instead of avoiding conflict
WHAT ADVOCATES SAY
As long as people know, like and trust me, I have a chance to close the deal.”
I avoid uncomfortable conversations to protect the relationship even if I know they’re needed.”
If marketing does what they’re supposed to, this person should be ready to buy.”
“If our product or service was better or cheaper, the prospect would want to buy.”
Sales process is cold and rigid keeping the prospect from telling me what they’re really feeling.”
The ADVOCATE’S Path Across
THE CHASM
Advocates are typically good at helping prospects get clear on their current situation and goals. But they lack the confidence or wherewithal to challenge their prospects to think differently about why it’s happening. Any sign of confrontation or pushback on the call makes them feel like they are potentially hard selling the prospect and this goes against your moral code.
But this moral code is misleading and oftentimes inherently selfish. It is typically more about wanting to be liked by the prospect and not wanting to seem like a slimy salesperson that keeps you from fighting for the highest possible good in everyone you talk to.
Once you realize you are doing this, you can then start to intentionally move yourself into the Change Agent quadrant by asking yourself this critical question while on a call. “What am I not saying that needs to be said right now?”
DOESN’T SOUND LIKE YOU?
CHECKOUT THE OTHERS!
THE ORDER TAKER
