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?
Why do prospects turn you the cold shoulder? You do everything right, or is there something else you have missed?
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.
5 tips to be effective in applying the new way of selling skills to portfolio customers and prospects – when working from home.
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
Adapt the way you sell to the way your prospect buys. You need to be a sales chameleon that adapts to any given situation because that is what your prospective stakeholders do too.
What is a practical approach to find and share insights with your prospective customer?
An increase in stakeholders involved in purchasing decisions is in favor of the new way of selling
In the new way of selling you do not hope for your prospective customer’s dissatisfaction. Read on what new selling skills you need to be successful in the new year.
A Stop-doing list will automatically steer you in the right direction of change because you are giving something up that can be replaced with something new. Read on how a stop-doing list is also very helpful in your journey of becoming a Trusted Advisor.
Feeling overwhelmed with data? Are your current added values no longer working? Are your pressured on price? Read on, it’s time to focus on the new way of selling.
Customers have changed the way they are buying. So we need to change the way we are selling. Find out what exactly needs to change to stay relevant to the buyers.
The #1 reason prospects say NO to a meeting with you, is because they assume you are going to waste their time. Time is money. If they agree to spend 20 minutes with you they would like to get some value in return. How to secure your next appointment with your prospect?