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Articles tagged with: Trusted Advisor

Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)
Saturday, 1 Jun, 2013
Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)

Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy?

Yes. It is easy. But not with the sales model alone.

THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS

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 […]

A sale: objective or outcome?
Monday, 6 Dec, 2010
A sale: objective or outcome?

So much of sales seems to be about getting someone to buy. That makes a sale the objective of the call. What would be different for you  if it were approached as an outcome instead of an objective? What would you need to do, or believe, differently? And how would you know that you could meet your quotas […]

Prospects Aren’t Really Prospects
Monday, 1 Feb, 2010
Prospects Aren’t Really Prospects

Sales has a goal: find a prospect with a need and sell a solution. You can call it anything you want, use all of the fancy terms about serving your client, be a Trusted Advisor or a Relationship Manager, do whatever you can to understand need and make nice. But at the end of the day, your […]

Being A Trusted Advisor
Tuesday, 1 Sep, 2009
Being A Trusted Advisor

My colleague Reg Nordman emailed me with a query today. One of his clients posed the following question: ” How do I market that our firm is committed to be a trusted advisor? “
There is so much marketing going on – so so much noise – that buyers have no way of knowing who to respond to, […]