Selling to Tourists I think I was already selling with the Buyer’s Perspective when I was a tour guide in Europe. Together with four or five colleagues, we guided youngster tourists straight out of their overnight double-decker bus into a …
Using traditional selling skills, salespeople often asked their customers: If you had a magic wand, what would you change? We know now that Buyers are not keen to answer this question anymore. They expect salespeople to think with them about …
I am sure you have encountered the following situation many times: You are at a dinner party, and your friend asks you and your buddies: “Who has seen a great movie on Netflix lately? I Am looking to recommend one …
Traditional sales approaches taught you to speak to the decision maker, do your sales pitch and close deals. Hard closes, soft closes, it didn’t matter as long as you brought in the revenue. Fast forward to the present; achieving your …
The other day, I was approached by a software supplier who asked me if I wanted our sales force to become Trusted Advisors. The question was out of context because that was not what we discussed at that stage. Regularly, …
How good are your skills in pitching your business case into simple math? Who benefits from the economic downturn? Is inflation slowing down? Are we coming out of the economic downturn? Well, it depends on where you live. Just review …
Sales Managers…Prepare your list for 2021. What will you focus on to help your sales team to be the best in the industry?
Customers who have a ” Service in Place” rarely spend time actively looking for alternative suppliers. Why should they? Because they may have been working hard to get to that situation. In their mind, finally, they have peace of mind. …
Selling has been seen for too long as a skill of convincing others to buy something from you. Traditional sales books even compare this process as a power play where the seller skillfully uncovers a need or a dissatisfaction of …
The meaning of resolution is “a firm decision to do or not to do something”. Most people won’t stick to their New Year’s Resolutions because they do not make a firm decision. Most decisions we make in life are tackling …
Keeping your customers’ loyalty is as hard work as prospecting for new business.
Sales Managers…Prepare your list for 2021. What will you focus on to help your sales team to be the best in the industry?