Despite you doing your best in selling, your prospect doesn’t want to sign the contract you offered and your opportunity stalls. You are at a dead end. There are objections, price objections even. How do you handle these? According to …
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.
Last week I listened to a podcast by Aaron Evans, Matt Dixon, Anthony Iannarino and Todd Caponi. It was all around the shocking research statistic that when customers are looking for new ideas and solutions to grow their business, a …
Following last week’s post, this week’s challenge is to see how well you adapt your actions and next steps on various customer conversation scenarios. Stakeholders you meet can be in different phases of their buying process. So, they are most …
Loyal readers of this blog are transforming themselves from salespeople who were selling with the seller’s perspective and now becoming Trusted Advisors, selling with the buyer’s perspective. So far, they have the fundamentals right. When preparing for customer meetings they: …
There we go, the start of a new year, 365 days. Traditionally in the first month or two, we make promises. We chase them in the following nine months and keep the last month for reflection and preparation for the …
This year my family and I took a last-minute holiday deal and went for a week to Tenerife, escaping cold Western Europe. Usually, I would take more time to research, review and plan these kinds of things but now, sitting …
Having the best product, the best solution and the best price doesn’t always turn into a sale. Buyers are looking also what you are bringing to the table. If in the customer’s eyes everything is equal, you become the differentiator.
One of the challenges in the new way of selling is finding and motivating a stakeholder to become a Change Champion for you. Someone who will act on your behalf when you are not there. A person who involves and …
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 …
Discovering needs is losing ground over Creating Wants.
Gaining consensus is the new closing. Do you know how to do that?
How long can you hold on to the old way of selling?