Jason walked into our coaching session with that familiar look. Not frustration.Not panic.More… confusion. “The meeting was fine,” he said.“Discovery went well.” Jason is not a beginner.He’s a seasoned key account manager.Trusted by customers.Quick to build rapport.The kind of salesperson …
Recently, I noticed several LinkedIn posts sharing prospecting tips — especially around how to open meetings. First of all, it shouldn’t even be called a pitch anymore. But I’m happy to see these recommendations finally taking the buyer’s perspective. Back …
Most salespeople think they’re preparing for sales calls. They are not. If you lead a sales or marketing team, you’ve probably heard this before: “I can use ChatGPT to prep for my customer meeting.” But here’s what your salespeople aren’t …
This is episode Nr. 3 of the Newsletter “From The Buyer’s Perspective” In the previous episode, I shared “my ChatGPT prompts to help Salespeople” prepare for their sales meetings. The results of these prompts are answer summaries of So, how …
I am often asked how to make impactful transitions between the opening of customer meetings and the value you want to create. Transitions are essential, as you probably all experience daily at customer meetings. It’s that moment when the meeting …
I am thinking of buying an electric car. Biting the bullet of living by our principles and going sustainable, our family decided that prolonging needed to change into commitment. So, last weekend, my wife and I blocked Saturday morning to …
Observing sales executives’ attempts to be insightful in prospect conversations, I often see how much struggle is going on. Despite their efforts, the customer is unengaged and pushes back either by not answering the sales executives’ questions or changing the …
Returning home from another Discover with the Buyer’s Perspective sales training, I want to share with you what I think is one of the biggest challenges we face as salespeople in our transformation to become Trusted Advisors: We are all …
Some salespeople are very creative in nudging customers to like them and be top of mind just in case their competitors drop the ball. Many companies have their own gift stores so that sales execs can leave ‘Goodies’ like calendars, …
Putting your patience to test will help you in the new way of selling
In our world, where we have access to more information and more options, making decisions is more difficult. So, we need additional input from Likes, Reviews and Recommendations. We all do this. Not only in B2C but also your customers …
Last week, I was out with the frontline sales. I was so happy to see excellent discovery meetings. The stakeholders we met kept taking notes and asked the sales executive for more information and to meet with the business owner …
If you are a loyal follower of my blog, you know I am passionate about how the psychology of selling can make us better sellers. The title, Listen to Understand, not Listen to Sell, makes you reflect on how a …
One thing buyers can smell a mile away is a desperate salesperson. Often, that desperation comes from a lack of turning pipeline opportunities into results. But also from a lack of knowledge of how exactly to sell with the buyer’s …
Imagine you go to a customer carrying a box. Not a big one, just a regular size, big enough for a few A4 envelopes. You take it under one arm. Once in the customer’s office, you put the box on …
Preparing for a meeting with a potential customer, think about how you can spice this up in the sense that your stakeholder will actually do something after the meeting. How often do you have meetings and in the end, actually …