Upon request, I repost this blog about “If Doctors Could Sell.” with additional clarification. Sales Executives and Sales Managers I have been talking to recently found this an excellent example of why it is so much more effective to share …
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, …
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. …
If doctors could sell, they would do a much better job influencing patients to stop smoking, start a proper diet and commence regular exercises. However, that is if they would know and apply the new way of selling skills. In …
Salespeople are very good selling opportunities for the customer when changing. But what about selling the risks of not changing?
Why Being New to Sales and Common Sense can be an Advantage
The modern way of controlling a discovery meeting is different and requires skills like a captain.
The message from buyers to salespeople is clear. Help me to disrupt or you will be the disrupted
B2B buying is changing fast and before you know it, buyers have moved on without you. How not to miss the boat?
Talking about risks you see for people you care about is widely used in daily life, but in Sales this is new and uncomfortable.
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.