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Your solution is the last thing the buyer needs
Saturday, 23 Mar, 2013
Your solution is the last thing the buyer needs

The sales model has taught you to uncover needs – to really, really understand needs – so  you recognize who is a good prospect and know the right way to pitch to that person. You finely hone your probing and questioning skills. You learn to hear a need from a mile off. You teach your staff to have great care […]

Cold Calling Works – and it’s fun!
Thursday, 21 Mar, 2013
Cold Calling Works – and it’s fun!

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole lotta fun.

I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf, meet face-to-face or …

Selling In Harder Times
Saturday, 16 Feb, 2013
Selling In Harder Times

Any sales professional can be an order taker when times are flush and clients call in with orders. But do you have the necessary skills for times when companies don’t easily spend money, or more decision makers are on the Buying Decision Teams and don’t approve expenditures?

The New Relationship Manager: how to differentiate yourself
Monday, 14 Jan, 2013
The New Relationship Manager: how to differentiate yourself

Until now, you’ve called yourselves relationship managers because you believe that by giving clients and prospects good service, advice, ideas, and professional behaviors you would prove yourselves worthy of being the chosen vendor. In other words, you’ve been using the title as a sales ploy.
But you all sound alike: No matter how terrific you are, […]

Solution Selection: do we know how buyers choose one solution over another?
Wednesday, 10 Oct, 2012
Solution Selection: do we know how buyers choose one solution over another?

Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two. They talk about implementation and how they need to add your other product next year. And then they buy from someone else. Or not at all.
What happened? Are they stupid? Did they lie to […]

Buyers don’t sit and wait for sellers
Monday, 8 Oct, 2012
Buyers don’t sit and wait for sellers

Around 85% of a buyer’s pre-purchase, back-end decision issues get addressed privately, outside of the seller’s purview, and a seller has no place at the table. Here is where we lose our sales – as buyers manage the internal politics, and the strategic/change issues – not because our solutions aren’t relevant or because we haven’t done a good job selling.
The […]