Sales Rules: How Can I Sell Better?
I wasn’t diagnosed with Nonverbal Learning Disorder – NLD, similar to Asperger’s – until I was 61.
As sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, and wait. And then, we only close a small fraction.
There must be a better way to do this, no?
1. if we knew who would be a prospect on the first call, and get rid of those who will never buy, how much time would we save?
Do you know why you don’t close all the sales you deserve to close?
Do you know, on your first prospecting call, who will buy?
Offering free programs to prospects is a massive waste of resource: not only are you trying to get prospects you don’t know to spend time they don’t have to do
Sales is a great model for understanding need and placing solutions.
Buying Facilitation® is a change management model, great for helping buyers navigate their behind-the-scenes change management issues
Do you know the point in the buyer’s journey that they read your content? Is it when the assistant hands her boss a stack of articles to help him prepare for a meeting?