A salesperson reached out to me, asking if I could walk her through the concept of “Gaining Consensus is the New Closing.” She is facing multiple stakeholders, of which the Marketing Director is her Change Champion. She had valuable conversations …
Sally was staring at her pipeline, particularly at that opportunity that did not move forward. At the first meeting a few days ago, her customer contact sounded enthusiastic about what Sally shared. They agreed to call each other by the …
Sales Managers…Prepare your list for 2021. What will you focus on to help your sales team to be the best in the industry?
Recently, I spoke to a front line Sales person asking about her experience so far with the new way of selling. She felt she was perceived as more credible and insightful in meetings. In addition, stakeholders gave her feedback that …
The meaning of resolution is “a firm decision to do or not to do something”. Most people won’t stick to their New Year’s Resolutions because they do not make a firm decision. Most decisions we make in life are tackling …
Changing the way you sell is challenging. Here are 3 golden tips.
When you think you don’t sell a commodity, but your buyers do.
Transforming to Selling with the Buyer’s Perspective takes time and effort. A comparison to Selling with the Seller’s Perspective will help
Gaining consensus is the new closing. Do you know how to do that?
Your influencing starts when you meet with stakeholders, but most of the work is often done without you.
A K.I.S.S. and some self-reflection is all you need to become a better salesperson
Sharing information without providing advice is not helping. It creates more confusion.
What worked well in the past, is not effective any longer. Reality or myth?
Virtual coaching is challenging. Start using new-way-of-selling metrics to help your sales team members progress. Month after month.
The modern way of controlling a discovery meeting is different and requires skills like a captain.