Imagine you are a Marketing Manager of an SME type of company. Senior management has asked you to come up with a plan to grow their business in the next three years. Where would you start? You would use research …
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 …
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 …
Be constantly curious about the crystal ball of your customers
Transforming to Selling with the Buyer’s Perspective takes time and effort. A comparison to Selling with the Seller’s Perspective will help
Discovering needs is losing ground over Creating Wants.
There is an evolution going on in Sales. Which path are you taking?
How would customers and prospects rate you in terms of trust and your ability to advice?
Procurement are trained to get the best results for their company. When it comes to negotiating, what tactics do you have to avoid the tear shedding?
Slowing down is challenging for salespeople. But needed to match the pace of the buyer, so you can finish together.
When people seem to be busy and have no time to talk to you, ask them what they are busy with and why. Then, respond with a story to get their attention.
You are getting better at understanding the customer’s situation and at sharing insights. Read on how addressing the implication of not changing will take your meeting to a next level.
Research shows that B2B buyers are not sitting still during COVID-19. What are they occupied with and what impact does that have on you when calling on prospects?
Salespeople would be a lot more successful if they would first focus on selling the risks for the customer of not changing, rather then leading with their own features, advantages, and benefits