When people ask me what sits at the heart of Selling is Helping, they often expect a complex answer. Frameworks.Techniques.Methodologies. But the truth is simpler. At its core, Selling is Helping exists because buying a growth idea has become incredibly …
BASED ON A TRUE STORY. Are you struggling with finding the right insight to get the customer’s attention? When lacking insights, do you default back to “pitching” your solution? I believe your customer will not see your solution as insightful. …
Stuart, a sales rep for an Express Courier Logistics provider based in the UAE, looked at me with a sad face. What happened? I asked. He answered that he had lost another customer to a Forwarder who offered a much …
A salesperson reached out to me, asking if I could walk her through the concept of “Gaining Consensus is the New Closing.” She is facing multiple stakeholders, of which the Marketing Director is her Change Champion. She had valuable conversations …
Boom! Import tariffs are up. Rising uncertainty is increasing global tensions. The economy is shaking again. As a result, Customers get anxious and keep everything on hold. Salespeople don’t like this. Many get nervous. Some become de-motivated, depressive even. I …
I posted a blog about the benefits of sending an agenda only five weeks ago. Then, last week, I was facilitating a training for Enterprise salespeople where this came up again (thanks Warren van Dyk) and I realized more and …
In 2020, I co-authored the White Paper “The Evolution of Sales: Adapt to Thrive” with Mark Savinson. It was a soft wake-up call for salespeople to change how they sell to survive. We played with the word “survive” and changed …
I am often asked how to make impactful transitions between the opening of customer meetings and the value you want to create. Transitions are essential, as you probably all experience daily at customer meetings. It’s that moment when the meeting …
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 …
I am sure we all know that feeling when you are working on an opportunity that will make or break achieving your revenue target of the month. The pressure is high, and you want to close. How you approach this …
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 …
Best-in-class companies close 30% of qualified leads, while average companies close 20% (Spotio). High Performers do at 50% closures a lot better. How are high performers different from the rest? Understanding why B2B customers say no and how they respond to …
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 …