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Sales Rules: How Can I Sell Better?

Why do we get pushback – and can it be avoided?
Friday, 18 Mar, 2011
Why do we get pushback – and can it be avoided?

People in our organizations don’t object to change because they don’t like those of us who introduce it, or the solutions we propose, or because they don’t trust us. They object—push back—because they are protecting themselves from the fallout that would happen if something new entered their environment before they made the necessary systemic shifts to adopt […]

Total Sales Performance: Buying Facilitation® plus Sales
Friday, 11 Mar, 2011
Total Sales Performance: Buying Facilitation® plus Sales

We understand sales. We know how to assess need, brand/pitch/present solutions, and design sites to bring in, and follow, eyeballs. We use technology to help us sell. Now it’s time to have total sales performance – putting together all methodologies to help us find prospects and sell our solutions.
At the moment, you’ve got a lot […]

Is sales a ‘relationship-driven business’ ? Really?
Friday, 18 Feb, 2011
Is sales a ‘relationship-driven business’ ? Really?

I recently read a blog post by Andrew Hunt in which he stated: “…sales remains a relationship-driven business, the power of “who you know” is trumped by “what you know about who you know.” ”
Andrew is preaching the gospel of the entire sales industry: this is a common belief in the field, and drives much of […]

Selling for the banking industry
Friday, 28 Jan, 2011
Selling for the banking industry

Banks sell very similar products. Of course each bank has its own special sauce, but overall, the products are similar-enough to lull prospective buyers into believing that it doesn’t matter which bank they buy from, or which solution they choose.
PROBLEMS SELLING A BANKING SOLUTION
Bankers therefore encounter a few problems when selling: if solutions seem the same, how […]

Getting beyond “We’re fine, thanks”
Friday, 3 Dec, 2010
Getting beyond “We’re fine, thanks”

When you call a prospect and hear “We’re fine, thanks,” are they really fine? And how do you know?
Here are the possibilities:
1. they are not fine, but don’t know you and don’t want to speak with you but may be speaking with other vendors to seek change;
2. they are fine;

Managing the pushback we create
Monday, 1 Nov, 2010
Managing the pushback we create

We don’t get objections because buyers don’t like us or our solutions. Or because they don’t trust us. They object – push back – because they are protecting themselves from the fallout that would happen if something new entered their environment before they are ready.
When we notice a problem we’ve got a solution for, and go barreling forth […]