Theory of the Glasses | Andy Gole
Applying the Theory of the Glasses to Increase Sales
On every decision maker's desk there's a series of invisible glasses.
Each glass stands for a different decision making criteria. The value of the provider's offer, the provider's reputation, whether or not the provider will watch my back.
It's our job as salespeople to learn these criteria in the fact finding. In the proving stage, we fill the glasses. We show them that we have value to our offer, that we have a good reputation, that we'll watch their back.
That's the way we establish that there's a fit.
Andy Gole Seminars
The Crisis in Sales Leadership
Do or Die vs. Best Efforts
Rocky, Freud, Darwin & Selling
Crisis in Creating New Sales Relationships Heroic Selling
Do you want me to sell or fill out paperwork? The Leads Are Terrible
How Buyers Buy & What To Do About It
Sales Development and Selling Consultant