This is episode Nr. 3 of the Newsletter “From The Buyer’s Perspective” In the previous episode, I shared “my ChatGPT prompts to help Salespeople” prepare for their sales meetings. The results of these prompts are answer summaries of So, how …
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 …
An Accenture report claims that over 90% of decision-makers never respond to cold calls. Recent Gartner studies reveal that the old-fashioned prospecting “spray and pray strategy” results in only a 2% response rate. That’s not much. In context, you need to make …
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, …
I observed a mother looking at her child, who was so engrossed in his mobile phone that he walked straight into the dining table! With a mix of disbelief and amusement, the mother couldn’t resist saying, “Hey, little smartphone addict, …
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. …
Perception is a belief or opinion based on how things seem; it’s the way someone thinks or feels about something. For example, prospects are, in general, content with what they have. If you ask them: “if anything, what could be …
An Accenture report claims that more than 90% of decision-makers never respond to cold calls. In addition, recent Gartner studies reveal that the old fashioned lead generation “spray and pray strategy” results in only a 2% response rate. That’s not much. In …
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 …
My son came to me the other day saying, ” Papa, I don’t need a piano tutor anymore. The lessons are kind of boring, and I found piano applications on the internet much more interesting”. He showed me what he …
The information-problem of businesses becomes an information-opportunity for sellers and marketers
Do your own research with top customers and use that for sharing insights through storytelling.
Close every meeting by asking for a next commitment. Exchange what is needed and relevant at that time
Answer these three questions to be well prepared, for every meeting.
Buyers are often confronted with a choice between trust and skepticism. Here is how you can influence this into your favor.
In the eyes of the customer, there is no perfect supplier. To the buyer, you just don’t stand out enough. You and your competitors all look the same. They much prefer to fix than change. A preference you need to reverse.