Talking about risks you see for people you care about is widely used in daily life, but in Sales this is new and uncomfortable.
In the eyes of the customer, there is no perfect supplier. To the buyer, you just don’t stand out enough. You and your competitors all look the same. They much prefer to fix than change. A preference you need to reverse.
In the new way of selling sharing insights is an important skill. But what if one insight is not enough?
If your traditional sales approach is not working, how should a modern sales approach look like?
Upgrade your discovery phase questions or you will always fight on price
The new way of selling requires a deeper understanding of the buying room. You need to know more than who the Decision Makers, Influencers and Users are.
There is an evolution going on in Sales. Which path are you taking?
Procurement are trained to get the best results for their company. When it comes to negotiating, what tactics do you have to avoid the tear shedding?
The new way of responding to questions like “Is this your lowest price?” or “Can you better than that?”.
Why do prospects turn you the cold shoulder? You do everything right, or is there something else you have missed?
Trusted Advisors are standing out from the crowd. Even in the way they introduce themselves…
The muddy middle is not a good place to be, you got to get to the Exceptional Elite. This group has multiple and different abilities. Here is how to make that leap to the Best of the Best
You are getting better at understanding the customer’s situation and at sharing insights. Read on how addressing the implication of not changing will take your meeting to a next level.
In a crisis, many customers are looking for advice. How do you approach this? In the new way of selling you need to have strong attributes to stand out in the crowd.
5 tips to be effective in applying the new way of selling skills to portfolio customers and prospects – when working from home.
Salespeople would be a lot more successful if they would first focus on selling the risks for the customer of not changing, rather then leading with their own features, advantages, and benefits