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.
Who does not know the Magic Wand question to get customers revealing their dissatisfaction? The time has come to change the magic.
B2B buying is changing fast and before you know it, buyers have moved on without you. How not to miss the boat?
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.
Applying new skills and falling back to old habits is not uncommon. What is the best advice here?
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?
How would customers and prospects rate you in terms of trust and your ability to advice?
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?”.
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