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 …
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 …
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 …
Are you caught in price discussions? Are you struggling to add enough value?
The modern way of controlling a discovery meeting is different and requires skills like a captain.
When you are asked to move on, you only can if you know what to move on to.