This isn’t a quote from any famous person, but I gets the attention of salespeople who want to sell more. Looking at your closing ratios, you realize that something needs to be done to earn those similar commission checks from …
How would you rate your negotiation skills? What is your approach? Do you rely on your experience and wing it as it comes? Or are you consciously accessing sources to gain more knowledge on how you can improve your negotiation …
Salespeople spend 95% of their time alone, on the road, or on the floor. During the remaining 5%, they can improve through coaching by their sales manager. Although enabling coaching from a great sales manager is likely more effective than …
If you are looking for full-blown sales negotiation tips and hints, stop looking. You won’t find them here. There is already so much written about “how to negotiate” (feel free to Google for answers) that I thought, “Let’s not do …
Returning home from another Discover with the Buyer’s Perspective sales training, I want to share with you what I think is one of the biggest challenges we face as salespeople in our transformation to become Trusted Advisors: We are all …
Some salespeople are very creative in nudging customers to like them and be top of mind just in case their competitors drop the ball. Many companies have their own gift stores so that sales execs can leave ‘Goodies’ like calendars, …
Last week, I was out with the frontline sales. I was so happy to see excellent discovery meetings. The stakeholders we met kept taking notes and asked the sales executive for more information and to meet with the business owner …
Using traditional selling skills, salespeople often asked their customers: If you had a magic wand, what would you change? We know now that Buyers are not keen to answer this question anymore. They expect salespeople to think with them about …
One thing buyers can smell a mile away is a desperate salesperson. Often, that desperation comes from a lack of turning pipeline opportunities into results. But also from a lack of knowledge of how exactly to sell with the buyer’s …
Last week, I observed some salespeople preparing their meetings with Prospects and Customers, and something hit me hard and clearly: Despite the training on modern selling skills [Selling with the Buyer’s Perspective] our Solution-Selling-DNA sits so deep in us engrained, …
Yes, coming back to your workspace or working rhythm after a relaxing Christmas and New Year’s break is, for many salespeople, a time to ‘settle in’ again. Many are contacting their top customers to wish them a Happy New Year …
One of Jeb Blount’s famous quotes is, “Overcoming doesn’t work. There is a universal law of human behaviour: You cannot argue another person into believing that they are wrong. The more you push another person, the more they dig their …
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 …
I am currently delivering a sales training in Shanghai. What a beautiful modern city that is. You notice progression and innovation wherever you look. Impressive skyscrapers surround the famous Huangpu River and the traditional old town. The streets are clean, …
When I was selling as a Field Sales rep, life was easy. Traffic jams were rare (yes, that does exist). Appointments were relatively easy to get. Prospects were curious about what you had to sell. Without exaggerating, they welcomed you …
Despite you doing your best in selling, your prospect doesn’t want to sign the contract you offered and your opportunity stalls. You are at a dead end. There are objections, price objections even. How do you handle these? According to …