BASED ON A TRUE STORY. Are you struggling with finding the right insight to get the customer’s attention? When lacking insights, do you default back to “pitching” your solution? I believe your customer will not see your solution as insightful. …
Recently, I noticed several LinkedIn posts sharing prospecting tips — especially around how to open meetings. First of all, it shouldn’t even be called a pitch anymore. But I’m happy to see these recommendations finally taking the buyer’s perspective. Back …
Episode nr. 5 In the previous episode, I shared with you the best way of getting customers to lean in: The successful method SHOW-VERIFY-ASK and using 3rd party research drives customer interest, curiosity and, ultimately, more opportunities. The next step …
This is the second episode of the Newsletter “From The Buyer’s Perspective”. One of the principles of Selling with the Buyer’s perspective is helping; Selling is helping. As a salesperson, your objective is to help customers grow their business. This …
Returning home from another Discover with the Buyer’s Perspective sales training, I want to share with you what I think is one of the biggest challenges we face as salespeople in our transformation to become Trusted Advisors: We are all …
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 …
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, …
Let’s face it: calling on Prospects is not easy. You already know the answer when you ask how content they are with your competitor. Why should they change? They may have been loyal to your competitor for years. And your …
In the new way of selling, customer interest is created when you come with something insightful to their table. You provide new, valuable information that shines a different perspective on their challenges. That insight evolves for the customer into wondering …
B2C and B2B insights There is this wrong belief that insight selling is something new. It isn’t. Not in B2B or B2C. In the latter, we as consumers are exposed to insights all the time: for example, when we are …
What is your test result to sell with the buyer’s perspective?
Why Being New to Sales and Common Sense can be an Advantage
Changing the way you sell is challenging. Here are 3 golden tips.
When you think you don’t sell a commodity, but your buyers do.