Jason walked into our coaching session with that familiar look. Not frustration.Not panic.More… confusion. “The meeting was fine,” he said.“Discovery went well.” Jason is not a beginner.He’s a seasoned key account manager.Trusted by customers.Quick to build rapport.The kind of salesperson …
Last week, I observed some salespeople preparing their meetings with Prospects and Customers, and something hit me hard and clearly: Despite the training on modern selling skills [Selling with the Buyer’s Perspective] our Solution-Selling-DNA sits so deep in us engrained, …
Imagine you go to a customer carrying a box. Not a big one, just a regular size, big enough for a few A4 envelopes. You take it under one arm. Once in the customer’s office, you put the box on …
Last week we were conducting training about the new way of selling, particularly the new sales process salespeople can follow as their guidance during their customer meetings. We role-played two rounds of opportunities with customers in several industries. What stood …
Let’s face it, nearly every day, we are all looking for missing information so we can proceed with a task or a challenge. Eg. We are all looking for missing information until we discover it and move on. Now I …
Preparing for a meeting with a potential customer, think about how you can spice this up in the sense that your stakeholder will actually do something after the meeting. How often do you have meetings and in the end, actually …
Reciprocity: the practice of exchanging things with others for mutual benefit The type of value you bring to a meeting has changed. In the past, the customer allowed us to ask many questions. The customer was more open to being …