Let’s face it: calling on Prospects is not easy. You already know the answer when you ask how content they are with your competitor. Why should they change? They may have been loyal to your competitor for years. And your …
Selling has been seen for too long as a skill of convincing others to buy something from you. Traditional sales books even compare this process as a power play where the seller skillfully uncovers a need or a dissatisfaction of …
My son came to me the other day saying, ” Papa, I don’t need a piano tutor anymore. The lessons are kind of boring, and I found piano applications on the internet much more interesting”. He showed me what he …
Salespeople are very good selling opportunities for the customer when changing. But what about selling the risks of not changing?
Here is a question for you: when was the last time you went to the city shopping? I mean, the traditional shop until-you-drop type of shopping, coming home with too many bags and some regret? Well, that seems to be more …
In the new way of selling, customer interest is created when you come with something insightful to their table. You provide new, valuable information that shines a different perspective on their challenges. That insight evolves for the customer into wondering …
B2C and B2B insights There is this wrong belief that insight selling is something new. It isn’t. Not in B2B or B2C. In the latter, we as consumers are exposed to insights all the time: for example, when we are …
Why Being New to Sales and Common Sense can be an Advantage
The Insight how visions stall and how you can help
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
Discovering needs is losing ground over Creating Wants.