I Assure You That Relationship Selling Is Alive and Well

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I know many of the voices you hear regularly tell you that relationship selling is dead. I know they mean well, but the choice of words is all wrong. What people really mean when they say relationship selling is dead is that is order-taking, non-value-creating sales behaviors are … [Read more...]

Dear Client. You Are Wrong.

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The customer is not always right. You are not a customer service representative. You are a salesperson. And it is not the job of the salesperson to tell the customer that they are right or that they can have what they want (at least not the way they want it). When you call a … [Read more...]

You Sell as a Peer

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If you believe you are a vendor, your dream client isn’t going to perceive you as their peer. They’re going to perceive you as transactional, as a commodity. Your dream clients have lots of vendors. The prospect of dealing with another salesperson who doesn’t create enough value … [Read more...]

Gaining Trust By Asking the Difficult Questions

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Being a trusted advisor means asking the difficult questions. The one question the answer to which will often do the most to help you help your dream client is why they haven’t already found a way to achieve the outcomes they need. The answer is sometimes that your competitor, … [Read more...]

Video: What Are Dream Clients?

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To Create Greater Value Be Strategic

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Salespeople (and their leaders) ask me what they can do to be more compelling. By that they mean how can they motivate their clients and dream clients to take action. Here’s the thing: If you want to be compelling, find out what is already compelling. Move to higher, more … [Read more...]

To Create Greater Value Be Future Oriented

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Staking out that trusted advisor, Level 4 Value Creator™ position requires that you do more than sell your client what they need right now. To own that position, you have to be future-oriented. You have to help your dream client build a platform that helps them deliver the … [Read more...]

How to Use Your Insight to Create Greater Value

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If you want to create a higher level of value for your clients, you need business acumen and situational knowledge. You need insight, and not just the insight that marketing built into your new slide deck. The real action in sales is not in selling your client your product, … [Read more...]

How Owning Outcomes Creates Greater Value

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It’s impossible to be a Level 4 Value Creator without owning the outcomes that you sell. Your clients expect you to be accountable for results, just like any member of their management team. Here’s how to own outcomes. Ensure Execution: The invoice you sent your client may note … [Read more...]

How To Create Value by Being Proactive

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Being a consultative salesperson and a trusted advisor requires you to be proactive. Being proactive creates greater trust, destroys latent dissatisfaction, and moves you to a higher level of value creation as a salesperson. Here are five actions you can take to be proactive … [Read more...]