DO YOU KNOW HOW MUCH BUSINESS YOU’VE LOST BECAUSE OF YOUR LISTENING SKILLS?
Thursday, 20 Jun, 2013
DO YOU KNOW HOW MUCH BUSINESS YOU’VE LOST BECAUSE OF YOUR LISTENING SKILLS?

’ll tell you the answer. A lot. Not only have you lost clients, but you’ve lost friends and lovers…

WHAT IF WE COULD ALL HEAR EACH OTHER? NO, REALLY.
Wednesday, 19 Jun, 2013
WHAT IF WE COULD ALL HEAR EACH OTHER? NO, REALLY.

For decades I’ve been writing books on decision making in the buying process.

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

Who’s in the meeting – and who’s not?
Tuesday, 7 May, 2013
Who’s in the meeting – and who’s not?

So many sales folks are targeting ‘appointments’ these days. I wonder if you know who actually is in attendance. And who isn’t but should be.

As you enter your meeting, do you know what percent of the entire Buying Decision Team is there? What weight your contact has on the full Buying Decision Team?

Selling doesn’t cause buying
Sunday, 5 May, 2013
Selling doesn’t cause buying

When you think about your numbers (closing percentages, total calls, etc.), and consider the objections…

Your solution is the last thing the buyer needs
Saturday, 23 Mar, 2013
Your solution is the last thing the buyer needs

The sales model has taught you to uncover needs – to really, really understand needs – so  you recognize who is a good prospect and know the right way to pitch to that person. You finely hone your probing and questioning skills. You learn to hear a need from a mile off. You teach your staff to have great care […]