In the past, success in sales depended very heavily on the salesperson’s sales acumen. Although Sales Acumen is still needed, to make a difference and add value to the customer conversation you need to be able to talk business. To be a top salesperson now your Business Acumen supersedes your Sales Acumen.
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?
When people seem to be busy and have no time to talk to you, ask them what they are busy with and why. Then, respond with a story to get their attention.
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 the past, success in sales depended very heavily on the salesperson’s sales acumen. Although Sales Acumen is still needed, to make a difference and add value to the customer conversation you need to be able to talk business. To be a top salesperson now your Business Acumen supersedes your Sales Acumen.
Salespeople need to realize that the customer’s expectation of what type of value you bring to the meeting has changed.
Your ultimate Trusted Advisor’s Resolutions list for tomorrow night
In the new way of selling you do not hope for your prospective customer’s dissatisfaction. Read on what new selling skills you need to be successful in the new year.
A strong message from B2B customers: If you don’t adapt your way of selling, you may be in trouble soon.
Trusted Advisors are salespeople in a different league; they are in a club of strategic thinkers, selling strategic value as a business outcome. Read on how they set themselves apart from the rest.
Sometimes we are looking at the wrong part of a process to find improvements. In the new way of selling a focus on the opening rather than the closing part of the sales process is needed.
Feeling overwhelmed with data? Are your current added values no longer working? Are your pressured on price? Read on, it’s time to focus on the new way of selling.
Customers have changed the way they are buying. So we need to change the way we are selling. Find out what exactly needs to change to stay relevant to the buyers.
The #1 reason prospects say NO to a meeting with you, is because they assume you are going to waste their time. Time is money. If they agree to spend 20 minutes with you they would like to get some value in return. How to secure your next appointment with your prospect?
How do you shift customer conversations to a strategic level? There is no silver bullet, instead this requires hard work and focus on the customer’s success.