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Customers Don’t Know How To Buy – Or Do They?
Thursday, 26 Mar, 2009
Customers Don’t Know How To Buy – Or Do They?

My friend Jill Konrath returned from the recent Sales 2.0 conference and told me of a complaint she heard several times from attendees: “Customers don’t know how to buy.”
This, said by sellers blaming buyers for not behaving as sellers would prefer. Or not responding appropriately to seller’s selling patterns.
Let me reverse the issue: Sellers do […]

Selling In A Gloomy Economy
Friday, 31 Oct, 2008
Selling In A Gloomy Economy

What is the difference between selling in a robust economy and selling in a failing economy? A lot. But not what you think.

Your product is the same
Your pitch/presentation is the same
The buyer’s need is the same

What’s different is the decision making process the buyers need to go through. Do they have a problem that […]

Money Objections: It Is Never About The Money
Friday, 29 Feb, 2008
Money Objections: It Is Never About The Money

After having several conversations with a new prospect and his team, we all decided to move forward and get them trained in Buying Facilitation™. As per our agreement, I wrote up a contract and sent it out to “Joe”. Then I got an email from him saying he needed to put the program on hold […]

Presentations: How To Compete When In Front Of A Prospect
Thursday, 3 Jan, 2008
Presentations: How To Compete When In Front Of A Prospect

Your last presentation was great and seemingly well-received. You addressed the prospect’s needs, positioned yourself and your product just right, used the right language and visuals to assure that you were a caring, smart, professional, and had a product that would obviously be the right solution. The price was right, and you clearly had a […]

Why Sales Fail
Saturday, 17 Feb, 2007
Why Sales Fail

Are your sales cycles longer than necessary?
Are you losing business to the competition when you shouldn’t be
Are you having trouble differentiating yourself
Are you getting price objections when your product is clearly superior?

If you face any of the above, it’s because you are using sales methods.
Do I have your attention? Good, because sales operates on a […]

Voice Mail, Gatekeepers, And Other Obstructions To Sales Success
Sunday, 17 Sep, 2006
Voice Mail, Gatekeepers, And Other Obstructions To Sales Success

You know your job, the characteristics of your market, and your product. You were hired in your latest company because of your experience – you’ve been selling your product line for some time with great results. No one has ever needed to teach you to sell because of your history of success. You do your […]