“If you want to adapt to a modern sales approach and sell with the buyer’s perspective, you have to let go of solution selling”. learning new habits is hard unless you want to No one is to blame, not you, …
Deep dive with me for a moment into the world of a customer looking for the next growth opportunity. Say we have Harry, Elise, Lily and Peter as the primary stakeholders concerned with this task and doing their research individually …
Welcome to a series of podcasts where I will interview several Thought-Leaders and Salespeople on the topic of Sales Transformation. I will ask for their advice and practical tips for sales frontline managers and Sales Leaders to make their sales transformation …
Following last week’s post, this week’s challenge is to see how well you adapt your actions and next steps on various customer conversation scenarios. Stakeholders you meet can be in different phases of their buying process. So, they are most …
Loyal readers of this blog are transforming themselves from salespeople who were selling with the seller’s perspective and now becoming Trusted Advisors, selling with the buyer’s perspective. So far, they have the fundamentals right. When preparing for customer meetings they: …
Gaining consensus is the new closing, but often the reality is that the CEO or business owner has the last word before signing a contract. Ideally, you have built your business case for change from the bottom up, meaning you …
Making that first call to a prospect has never been more challenging than today. Prospecting is hard. More than half of salespeople believe it’s more difficult to get in front of Prospects than five years ago. You may ask yourself what …
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 …
Speaking, writing and reading are integral to everyday life, where language is the primary tool for expression and communication. Language plays a big role in how others perceive your world and theirs. Not only can the words you use make …
You can read it in the news, hear it on podcasts and watch it on the major media channels: the economy is slowing down. Businesses are preparing themselves for headwinds to come. Two years ago, economists predicted a recession due …
One of the challenges in the new way of selling is finding and motivating a stakeholder to become a Change Champion for you. Someone who will act on your behalf when you are not there. A person who involves and …
At a recent ” new way of selling” training, a discussion arose around the differences between a Sales Person and a Trusted Advisor. You can put either title on your business card, but in simple terms, both rely on the …
Show your business acumen and help your customers and prospects achieving exponential growth
Lately, I noticed with some salespeople the irony of, on the one hand, persuading everyday customers to change, but, on the other hand, they have difficulties themselves with making changes. Although they have seen a decline in their closing ratios, …
Go back to your stalled opportunities -with confidence- after this self coaching reflection
