Do your own research with top customers and use that for sharing insights through storytelling.
There is an evolution going on in Sales. Which path are you taking?
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?
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
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.
Do you believe your service adds strategic value for your potential customer? Then your price should reflect your offer. Giving in to a request for a discount will do the opposite.
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?
The customer’s success, is your success. It sounds like a cliche, but how do top salespeople manage to put this is great practice?
What is the difference in using the good old consultative approach followed by Features, Advantages and Benefits versus Insight Selling? What, if used very well, is the power of Insight Selling?
New insights how buyers think about their status quo and your offer.
Today, most companies are making decisions based on a consensus of the stakeholders affected by a change of supplier. This is different from the past and requires new selling skills.
Put yourself in your prospect’s shoes. They have a relationship with your competitors. They have negotiated in their view the lowest price. Now your prospect encounters some challenges; the quality of your competitor’s services is no longer meeting your prospect’s …