To get the buyer’s attention you don’t need new sales tricks.
There are no magic tricks or watertight scripts that help you with increasing your closing ratio. The change you have to make is more fundamental.
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.
Stop hoping for opportunities, start creating your own success
To overcome objections is outdated. Instead, focus on uncovering and resolving concerns.
To achieve growth you need to focus on the right opportunities. Use the Pipeline Shuffle to determine which non-successful opportunities are worthwhile to revisit.
Keeping your customers’ loyalty is as hard work as prospecting for new business.
Virtual coaching is challenging. Start using new-way-of-selling metrics to help your sales team members progress. Month after month.
Buyers struggle with finding the right information for their decision-making. Do you help them personally and digitally?
The modern way of controlling a discovery meeting is different and requires skills like a captain.
If you have not made your New Year Resolutions list, as yet consider these three to become the best in 2021. One, two three..too many!
Like anything new, the new way of selling does not come easy. It requires to go against your habits, be good at counting and patience.
I am honored to be asked by Tom Pisello to appear as a guest on his sales podcast.
More or less forced upon us, virtual selling is the new normal. Get yourself up-to-speed with what works and what doesn’t.