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
The sales [...]

Problems selling a banking solution and what needs to change.

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 [...]

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 [...]

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, [...]