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.
Are you caught in price discussions? Are you struggling to add enough value?
A K.I.S.S. and some self-reflection is all you need to become a better salesperson
Stop hoping for opportunities, start creating your own success
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.
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!
Sales Managers…Prepare your list for 2021. What will you focus on to help your sales team to be the best in the industry?
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.
The new way of selling requires a different kind of closing. Throw out your old closing techniques and focus instead on gaining commitments.
B2B buying is changing fast and before you know it, buyers have moved on without you. How not to miss the boat?