Discovering needs is losing ground over Creating Wants.
Your influencing starts when you meet with stakeholders, but most of the work is often done without you.
It is time to fix what is broken. Take control again of your sales process.
The writing is on the wall…Your sales process does not fit anymore
Are you caught in price discussions? Are you struggling to add enough value?
My PE teacher was a great baseball player. I was always looking forward to the lessons where he taught us his tips and tricks. My favorite was the home-run lesson. I will never forget his words: “Getting to 1st base …
The preparation of calls and meetings is changing. Are you preparing with the buyer’s perspective?
You don’t have to be skillful in memorizing 101 closing techniques. Instead adapt the new, modern way of selling and get many micro commitments from your prospects in a collaborative way.