You Need Insight Plus Rapport and Relationship Skills

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Is it insight? Is it relationships? What is that salespeople really need to succeed? [I am using rapport to mean relationship skills here] Low Insight, Low Rapport (Time Waster): Having low insight and low rapport and relationships skills makes you a time waster. Most people in … [Read more...]

Hold On There Challenger

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You’ve got the business acumen and situational knowledge to know how to make a difference for your clients. In today’s vernacular, you have insights. Maybe you want to be what Matt and Brent call a Challenger (and no doubt, your executive vice president of sales is desperate for … [Read more...]

Salespeople Are Becoming More Valuable

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Today, Andy points us to this idea. And my inbox today contains an email that says, “I am one of four salesmen in an organization that hates the thought that we might come close to coming across as ‘salesy.’ As a result of these good intentions, we neutered the sales-team to a … [Read more...]

A Lack of Business Acumen on Both Sides

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Salespeople need to be good business people. Why? Because business acumen is the new sales acumen. You don’t create value by overcoming objections but by resolving concerns. You don’t create value by pitching features and benefits unless they are finely crafted pieces of your … [Read more...]

How Theory and Practice Are Different (A Cautionary Tale)

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My old man has a friend who spent his entire life in construction. Let’s call him Tommy. Late in his life, in order to advance in his trade and become a supervisor, Tommy began taking classes at the community college. One class happened to be about ordering stone for the … [Read more...]

You Are Teaching. But Are You Also Learning?

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One of the ways you create value for your clients is by having the business acumen and the situational knowledge to help them do better business. Having a teachable insight is all the rage, even though I don’t believe it’s easy to get real chops (and I don’t believe we’re doing … [Read more...]

Little Hinges Don’t Swing Big Doors

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. I've been compensated to contribute to this program, but the opinions expressed in … [Read more...]

Chops – How to Get Some

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You want your dream clients to find you interesting, insightful, and compelling. You want them to recognize that you are the value (or a very big part of it). You want to be Mr. Trusted Advisor or Ms. Consultative Salesperson. If you’re going to be this for your dream clients, … [Read more...]

Be the Value

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Value is in the eye of the beholder. There are lots of different ways to think about value. But you can be the biggest part of the value proposition. Your Business Acumen You create value by understanding fundamental business principles. You understand how what you do is … [Read more...]

Ice and Eskimos

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In the old days, to describe someone with sales skills people would say things like “He could sell ice to an eskimo.” That phrase was used to describe sales acumen, especially overcoming objections. But selling has changed. You would never sell ice to an eskimo. He doesn’t need … [Read more...]