BASED ON A TRUE STORY. Are you struggling with finding the right insight to get the customer’s attention? When lacking insights, do you default back to “pitching” your solution? I believe your customer will not see your solution as insightful. …
Mary was ready for a meeting with senior stakeholders when her eyes caught the cover of a “Storytelling in Business” book. It was just lying there on top of the coffee table, between some company magazines and a newspaper from …
Episode nr. 5 In the previous episode, I shared with you the best way of getting customers to lean in: The successful method SHOW-VERIFY-ASK and using 3rd party research drives customer interest, curiosity and, ultimately, more opportunities. The next step …
2025 promises to be a year full of exciting opportunities and growth. Why? Despite gloomy economic forecasts, you know how to stand out from the crowd by selling with the buyer’s perspective. You leave your competition behind and eat their …
Sharing insights through storytelling is the best way to change someone’s perspective, both in everyday life and in business. As Paul Smith says in his book Sell With a Story, stories sell! And the salespeople who can tell a good …
As the year comes to an end, I want to share a story with you. Last week I met with Mike, a seasoned salesman from Manchester, at a Spanish restaurant on the island of Tenerife. We were on our way …
Loyal readers of thesalesadvice may have noticed that I have been posting lately more views about how to become better at a Discovery Conversation. In the end, after what you have learned about the new way of selling, you need …
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. …
What is your test result to sell with the buyer’s perspective?
The Insight how visions stall and how you can help
Create the right mix to gain your next dream prospect.
Do your own research with top customers and use that for sharing insights through storytelling.
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.