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, …
The other day, I watched a documentary about football coaches and how they motivate their players to remember tactical free-kicks practised during training sessions and apply them in the game. Football is a complex game because in the 90 minutes …
I have been writing a lot about Selling with the Buyer’s Perspective. Thousands of sales executives are using this new selling approach with great results worldwide. Something is worrying me, though: when the going gets tough, and sales directors and …
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 …
Sharing insights through storytelling is the best way to change someone’s perspective, both in everyday life and in business. As Paul Smith says in his book Sell With a Story, stories sell! And the salespeople who can tell a good …
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 …
Using traditional selling skills, salespeople often asked their customers: If you had a magic wand, what would you change? We know now that Buyers are not keen to answer this question anymore. They expect salespeople to think with them about …
We have all done it and are still experiencing it when prospecting: stumbling over your words because your customer reacts differently to what you expected. In particular, when meeting with someone you have never met, your brain must work hard …
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 …
So, my daughter already figured out in 10th grade that she wanted to study psychology. Meanwhile, in 9th grade, my son dreams of studying Creative Media and Game Technologies in Breda, Netherlands. Can you believe it? In my last year …
Have you already come across one of these cute, funny, friendly helpers at your favourite local restaurant? Robot waiters aren’t a new concept—but they’ve certainly stopped being a gimmick. With the strength to carry more weight than the average human, …
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 …
I was in the Netherlands a few weeks ago with a fantastic group of Salespeople. We had so much fun at one of the Energizer Activities that tears were rolling down my cheeks from laughing. It’s great to see that …
Last week, I observed some salespeople preparing their meetings with Prospects and Customers, and something hit me hard and clearly: Despite the training on modern selling skills [Selling with the Buyer’s Perspective] our Solution-Selling-DNA sits so deep in us engrained, …
I am sure you have encountered the following situation many times: You are at a dinner party, and your friend asks you and your buddies: “Who has seen a great movie on Netflix lately? I Am looking to recommend one …
The Sales Advice is coming to 250 posts. It was pretty hard for me to decide on my favourites. I like them all 🙂 Still, below, I made a selection. There is something for everyone. They are about Defining Trusted …