Posted in Sales on 20. Dec, 2009
At the beginning of every sales call your prospect is making two critical buying decisions. The first decision is about the salesperson. Behavioral research states that initial impressions are created within the first 20 seconds of meeting someone. So it is critical to differentiate oneself and one’s offering in the [...]
Posted in Sales on 26. Nov, 2009
It isn’t unusual that by the time salespeople get as far along in the sales process to learn how decisions are made, who are the players who make those decision and what is the timing of the decision, that they are so excited to have made it this far that they [...]
Posted in Sales on 07. Nov, 2009
The most significant change in the selling landscape in the last 10 years has been the way prospects buy; sadly, not the way salespeople sell. It is just as important to understand and master the prospect’s buying process as it is for salespeople to master a systematic sales process.
The prospect’s [...]
Posted in Sales on 05. Oct, 2009
Most companies and their salespeople covet their value add, their features and benefits, and their value proposition as if it were the Holy Grail. The reality is all value propositions are inherently valueless. The feature and benefit style of selling that has served companies so well in the past no [...]
Posted in Sales on 08. Sep, 2009
Salespeople are often faced with unresolved deals in their pipeline that they normally give up on or persist beyond any reasonable hope. There is a middle ground that is appropriate when you have reached the point of no return, your prospect is stringing you along in that they are taking you [...]
Posted in Sales on 24. Aug, 2009
Unbeknownst to most salespeople is the idea that selling is all about getting prospects to make decisions, both small and large. Getting decisions that reach a conclusive “no” or “yes” and getting decisions that allow the prospects the freedom to decide “no,” without the fear of a salesperson’s full frontal [...]
Posted in Sales on 25. Jul, 2009
Relationship selling is the bedrock for successful selling in the new millennium. However, most salespeople conduct themselves as if they were in a quaint Norman Rockwell painting, building relationships on a smile and a firm handshake, on friendship, on shared mutual interests, common background, charisma, personality and frequency of contact. [...]
Posted in Sales on 25. Jun, 2009
Not every salesperson has a natural gift to quickly bond and develop rapport with prospects. Many try to succeed by ingratiating themselves with frequent contact, entertaining prospects, being responsive, reliable and helpful. However, what if you don’t have the luxury of the preceding and you are faced with a reluctant [...]
Posted in Sales on 05. Jun, 2009
Price
Price is never the real issue for prospects. The real issue is that they may not believe you are worth the price. The reality is that many times your product and service isn’t worth the price. Not because it doesn’t justify itself, but because your prospect doesn’t value it. So instead [...]
Posted in Sales on 01. May, 2009
Salespeople consistently perform at a level equal to their belief in their self-worth and self-concept. Salespeople should work daily and diligently to preserve their dignity and self- worth so that they can be emboldened to do the tough tasks that are required of them. There are many elements that [...]
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