The Sales Blog
Prerequisite: Know the Buyer’s Stage in Their Buying Process By knowing what stage of the buying process that your dream client is in you are better prepared to ensure that your sales call is a valuable experience for them. If they are satisfied, you may make the experience … [Read more...]
You want to influence your dream client to choose you and your solution. You want to influence them in your direction so that you will win their business. But influence isn't made up of tips, tricks, gimmick, or secrets. The ability to influence your dream client in your … [Read more...]
I am always interested in reading your feedback and your comments to my thoughts and my posts. I received a lot of comments, emails, and links to my post on how not to sell on price. This comment from Ghassan Alkhlout popped up in my email from one of the groups I subscribe to … [Read more...]
Your dream client spends money in your category. They usually spend a lot in your category. This is one of the reasons (but only one of the reasons) that make them a dream client. If a company doesn't spend money in your category, it cannot be a dream client and you must … [Read more...]
While you were sleeping, your fiercest competitor stayed up late into the evening reading a book that is going to help them bring their A-game up a level. In fact, two levels. While you were sleeping, your fiercest competitor was already out of bed and at the gym working … [Read more...]
I am not suggesting that you don’t say anything bad about them. You have to. You have to differentiate yourself from them, and if you aren’t right with your differences that make the difference, then you are a commodity. Of course, it’s never right to name them by name, but … [Read more...]
Your dream client is going is going to ask you to provide proof that you can achieve the results that you promise when you tell your story. Often times you provide proof in the way of references, your existing dream clients who you believe will say the nicest things about you and … [Read more...]
It is your job to discover your dream client’s dissatisfaction (at least if you want to win the deal it is), to discover the ground truth, and then to develop a solution that helps them produce a better outcome. But the presenting problem isn’t always the real problem that … [Read more...]
Presenting your solution is a fine art that is built on storytelling. Your slide deck, regardless of what the experts say, can be of great assistance in bringing your story to life, differentiating your offering, and providing a visual frame of reference for your dream … [Read more...]
Each day, the good people at Harvard Business Review are kind enough to send me an email message called The Daily Stat. Today’s stat is from The McKinsey Quarterly and it is right in our wheelhouse. The email reads: “The ‘most destructive’ failures of … [Read more...]
You can read more about me at my About page.
Stay Connected