Sometimes the real power resides with a decision-influencer, and that can be darn important to moving the decision-maker. But there is an equally powerful polar opposite to the decision-influencer who views you and your solution favorably. This one views you less favorably: the … [Read more...]
Where the Real Power Resides
June 9, 2010 By 6 Comments
Where does the real power reside in your dream client? Does the power reside with the C-suite? Does the real authority reside with the business unit owner? The answer is yes . . . sometimes. But sometimes the real power, the real influence lies with a decision-influencer who has … [Read more...]
Looking at Your Dream Client Through a Glass Darkly
June 8, 2010 By 2 Comments
You come to your dream clients carrying all of the ideas and experiences that you have had up to that point. In some cases, these ideas and experiences will assist you in properly diagnosing your dream client. In other cases, they will prevent you from doing so. Sometimes you … [Read more...]
Dream Clients vs. Prospects
June 7, 2010 By 6 Comments
Much of what has been written here focuses on what we as professional salespeople do and how we can improve, including the foundational attributes required to succeed, the foundational attributes and skills required of sales professionals, and the behaviors that enable success in … [Read more...]
Why Should I Buy From You?
June 6, 2010 By 2 Comments
It is easy to focus on the end game in sales, getting caught up in selling the solution that will help your dream client to overcome their problems or capitalize on their opportunities. But the first thing your prospect has to buy is you. You are the solution! Buying You: … [Read more...]
Is What You Are Doing Really Consultative Selling?
June 5, 2010 By 3 Comments
Most of us believe that we are consultative salespeople. Forty years ago, Mack Hanan wrote the book on Consultative Selling. What most of us are doing hardly compares to what Mack wrote four decades ago. Because I am re-reading on a Kindle, I can’t point you to the pages, … [Read more...]
Arm Yourself I
June 4, 2010 By 4 Comments
My good friend, David Brock, chafes when I refer to sales as a blood sport. It is hyperbole for sure, but I do think it makes the point that sales is a zero sum game; one salesperson wins the deal, the rest of the competing salespeople lose the deal. David’s point is well … [Read more...]
How To Build Your Confidence in Sales
June 3, 2010 By 2 Comments
Build the Success Attributes There is no better—or faster—way to build your self-confidence than to build your competency in the foundational success attributes and the foundational sales attributes. The more you gain in these competencies, the more your confidence … [Read more...]
The Confidence Game
June 2, 2010 By 1 Comment
The list of factors it takes to succeed in sales is long. It is even more difficult to build or improve your effectiveness in all of the attributes. Each attribute is an enabler of other attributes, and they are cumulative; they build on each other. The whole is much more than … [Read more...]
Is Your Vision of Yourself Big Enough?
June 1, 2010 By 4 Comments
Too many people have a vision of themselves that is simply too small. Their vision is limited by what other people think, by what other people believe, or by their limited exposure to people with bigger visions. Small-visioned people lead quiet lives, conforming to the norms of … [Read more...]
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