Making that first call to a prospect has never been more challenging than today. Prospecting is hard. More than half of salespeople believe it’s more difficult to get in front of Prospects than five years ago. You may ask yourself what …
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 …
Salespeople are very good selling opportunities for the customer when changing. But what about selling the risks of not changing?
Stop Thinking The Way You Have Been Trained To Think
To achieve growth you need to focus on the right opportunities. Use the Pipeline Shuffle to determine which non-successful opportunities are worthwhile to revisit.
I am honored to be asked by Tom Pisello to appear as a guest on his sales podcast.
Buyers are often confronted with a choice between trust and skepticism. Here is how you can influence this into your favor.
The new way of selling requires a different kind of closing. Throw out your old closing techniques and focus instead on gaining commitments.
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.
Applying new skills and falling back to old habits is not uncommon. What is the best advice here?