Not only how we sell has changed, but also where we sell is going through a drastic adjustment. The pandemic has forced everyone to rethink how we work, where we work and what a day in the office, or home …
I bought myself a big enough cake to fit a lot of candles on; today, I am posting blog number 200! Enough reasons to get the cake knife and napkins out and dig in. Also, an excellent opportunity to say …
Mike, the hero in my New Year’s post, came back to me with a very positive message: “Thanks, Ton; in a recent opportunity with one of my prospects, I have focused on Why Change? and Change to What? conversations before …
Following last week’s post, this week’s challenge is to see how well you adapt your actions and next steps on various customer conversation scenarios. Stakeholders you meet can be in different phases of their buying process. So, they are most …
Loyal readers of this blog are transforming themselves from salespeople who were selling with the seller’s perspective and now becoming Trusted Advisors, selling with the buyer’s perspective. So far, they have the fundamentals right. When preparing for customer meetings they: …
One of the sales advice blog readers asked my advice on overcoming objections in the new way of selling. Good question, right? How do you respond when your customer/prospect says: In the old way of selling, you would indeed try …
There we go, the start of a new year, 365 days. Traditionally in the first month or two, we make promises. We chase them in the following nine months and keep the last month for reflection and preparation for the …
As the year comes to an end, I want to share a story with you. Last week I met with Mike, a seasoned salesman from Manchester, at a Spanish restaurant on the island of Tenerife. We were on our way …
Exactly two years ago, I wrote a blog about ” Have you moved on from Solution Selling“, one of the most popular blogs on thesalesadvice.com. When you are still going into meetings with a pre-determined mindset to sell a solution, …
Gaining consensus is the new closing, but often the reality is that the CEO or business owner has the last word before signing a contract. Ideally, you have built your business case for change from the bottom up, meaning you …
Having the best product, the best solution and the best price doesn’t always turn into a sale. Buyers are looking also what you are bringing to the table. If in the customer’s eyes everything is equal, you become the differentiator.
Let’s face it, nearly every day, we are all looking for missing information so we can proceed with a task or a challenge. Eg. We are all looking for missing information until we discover it and move on. Now I …
Speaking, writing and reading are integral to everyday life, where language is the primary tool for expression and communication. Language plays a big role in how others perceive your world and theirs. Not only can the words you use make …
You can read it in the news, hear it on podcasts and watch it on the major media channels: the economy is slowing down. Businesses are preparing themselves for headwinds to come. Two years ago, economists predicted a recession due …
One of the challenges in the new way of selling is finding and motivating a stakeholder to become a Change Champion for you. Someone who will act on your behalf when you are not there. A person who involves and …
Recently I was asked what the profile of a Trusted Advisor is. A better understanding of their skills and abilities is very helpful, for example, in recruiting the next generation of salespeople or in coaching your existing salesforce to help …