Observing sales executives’ attempts to be insightful in prospect conversations, I often see how much struggle is going on. Despite their efforts, the customer is unengaged and pushes back either by not answering the sales executives’ questions or changing the …
Selling to Tourists I think I was already selling with the Buyer’s Perspective when I was a tour guide in Europe. Together with four or five colleagues, we guided youngster tourists straight out of their overnight double-decker bus into a …
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 …
When you ask an audience if their parents were or are in Sales, I bet many hands would go up. Then if you asked them about what they sell, they would know: They sell all kinds of products, solutions or …
Putting your patience to test will help you in the new way of selling
Changing the way you sell is challenging. Here are 3 golden tips.