Trust: what it is, and how to initiate it
Tuesday, 9 May, 2017
Trust: what it is, and how to initiate it

Trust. The big kahuna. The sales industry seeks it; doctors assume it;

Miscommunication: the reasons, the cure, the prevention
Monday, 1 May, 2017
Miscommunication: the reasons, the cure, the prevention

Have you ever been absolutely certain you heard…

Selling Ideas to Colleagues
Monday, 24 Apr, 2017
Selling Ideas to Colleagues

You’ve got a great idea, but need your colleagues – your boss, your teammates, your partners – to approve…

Sell to Prospects who CAN Buy
Monday, 10 Apr, 2017
Sell to Prospects who CAN Buy

Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches – in hopes that you’ll have the right message that catches them at the right time, or just grind them down.

Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 3 Apr, 2017
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a goal, or set of expectations? Do you assume you’ll have solutions for your Communication Partners (CPs)? Do you listen carefully to pose the best questions to enable you to fulfill your expectations? Do you assume the responses to your questions provide an accurate representation of the full fact pattern – ‘good’ data – to base your follow-on questions on? Do you assume your history of similar topics provides a route to an optimal outcome?

Steps Along the Buying Decision Path
Tuesday, 28 Mar, 2017
Steps Along the Buying Decision Path

As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow introduce our solution to enable them to understand how our solutions will fix their problem.
Unfortunately, we fail to close over 90% of the time (from first contact) regardless of how well their need matches our solution. And it’s not because of our solutions, our presentations/pitches, or our professionalism. It’s because the…