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Articles tagged with: prospects

Price Objections Aren’t Price Objections
Monday, 3 Aug, 2009
Price Objections Aren’t Price Objections

Recently, a CEO of a smallish company – a man familiar with my books – called me to do some work. Given the difficult market, he wanted to use Buying Facilitation™ to differentiate from his competition, and have his existing customers buy more product.
As with everyone, I led him down the buying decision funnel and he figured out 1. how he needed to go about […]

Why Sales Fails
Monday, 27 Jul, 2009
Why Sales Fails

Why do so many of your good prospects not close? You’ve worked hard doing your sales job: you gathered good data and understood their need, you were a trusted advisor, they liked you and your solution. But they didn’t close.
Where did they go?
They went off-line. They went back to their teammates and their old vendors and their old […]

Sales Treats A Need As If It Were An Isolated Event
Thursday, 11 Jun, 2009
Sales Treats A Need As If It Were An Isolated Event

We all know that sales is a failed model; we’re good sellers and offer great customer service, our products are good, and our buyers have a need that we can fulfill. But we fail to close at least 90% of the time.
If it’s not us, not our product, and the need is obvious, what’s going […]

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 […]

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 […]

Changing The Paradigm: Is A 200% Increase In Sales Possible?
Monday, 17 Jul, 2006
Changing The Paradigm: Is A 200% Increase In Sales Possible?

In the recent issue of Harvard Business Review, the editor Thomas Stewart, in his editorial, commented that in their article, Barry Trailer and Jim Dickie point out that “…customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.’
I’m here to […]