2025 promises to be a year full of exciting opportunities and growth. Why? Despite gloomy economic forecasts, you know how to stand out from the crowd by selling with the buyer’s perspective. You leave your competition behind and eat their …
Many people make them, but not many actually keep them: New Year’s Resolutions. If you have your mind set on hitting home runs this year in Sales, then here is a list that will help you. For loyal thesalesadvice followers, …
As the year comes to an end, I want to share a story with you. Last week I met with Mike, a seasoned salesman from Manchester, at a Spanish restaurant on the island of Tenerife. We were on our way …
Exactly two years ago, I wrote a blog about ” Have you moved on from Solution Selling“, one of the most popular blogs on thesalesadvice.com. When you are still going into meetings with a pre-determined mindset to sell a solution, …
Gaining consensus is the new closing, but often the reality is that the CEO or business owner has the last word before signing a contract. Ideally, you have built your business case for change from the bottom up, meaning you …
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. …
What is your test result to sell with the buyer’s perspective?
Changing the way you sell is challenging. Here are 3 golden tips.
Transforming to Selling with the Buyer’s Perspective takes time and effort. A comparison to Selling with the Seller’s Perspective will help
Gaining consensus is the new closing. Do you know how to do that?
Like anything new, the new way of selling does not come easy. It requires to go against your habits, be good at counting and patience.
Talking about risks you see for people you care about is widely used in daily life, but in Sales this is new and uncomfortable.