Selling to Tourists I think I was already selling with the Buyer’s Perspective when I was a tour guide in Europe. Together with four or five colleagues, we guided youngster tourists straight out of their overnight double-decker bus into a …
Recently, I was at a networking meeting with CEOs, CSOs, and senior sales leaders who all use traditional sales approaches or methodologies. They complained that their salespeople are struggling to meet targets, which, of course, hurts their top-line growth. As …
When I visit countries, accompanying salespeople to their customers, I always ask them this question: Why do you think you will win this opportunity from the customer we are about to visit? This time, a sales executive’s answer surprised me: …
This isn’t a quote from any famous person, but I gets the attention of salespeople who want to sell more. Looking at your closing ratios, you realize that something needs to be done to earn those similar commission checks from …
People asked me if there was one piece of advice I could give salespeople who went through the Selling with the Buyer’s Perspective training. What would that be? Is there one particular skill that needs to be improved, for example, …
If you are looking for full-blown sales negotiation tips and hints, stop looking. You won’t find them here. There is already so much written about “how to negotiate” (feel free to Google for answers) that I thought, “Let’s not do …
Returning home from another Discover with the Buyer’s Perspective sales training, I want to share with you what I think is one of the biggest challenges we face as salespeople in our transformation to become Trusted Advisors: We are all …
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, …
Putting your patience to test will help you in the new way of selling
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 …
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 …
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 …
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, …