If You Were In Your Buyer’s Shoes

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If you were in your buyer’s position right now, what would you do? Would you buy what you are trying to sell them? Do you believe that what you are selling is absolutely, unequivocally going to help your buyer produce the results that they need right now? If you were your buyer, … [Read more...]

On Post Traumatic Recessionary Stress Disorder

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The hangover from the recession is, unfortunately, still with us. Just like the Great Depression, the Great Recession has left a lot of people with deep psychological scarring. Let’s call it “Post Traumatic Recessionary Stress Disorder.” After the Great Depression, people … [Read more...]

Why Your Dream Client Trusts Their Problem More Than They Trust You

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Your dream client knows that they have a problem (go here for a definition of dream client). They know that their problem is serious, that it is hurting their results, and that it is costing them money. But for some reason, they won’t change. Why won’t they change? Because they … [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...]

What To Do When Your Mistake Stalls a Deal

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Anonymous sent me an email. She believes she may have lost a deal. To protect her identity, I am not going to recount the mistakes that were made. It’s sufficient enough that we know that her dream client’s expectations weren’t met because she and her team didn't keep the … [Read more...]

How to Be Better At Creating Rapport

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Anonymous says, “I am not good at gaining rapport. I need to be better with people.” I don’t have all of the answers, but I have some ideas our friend anonymous might work with for a while. Smile: Want to know the quickest way to open people up and create rapport? Smile. It’s … [Read more...]

So You Want to Be a Trusted Advisor?

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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. Are you willing to tell the truth, even when it may cost you your … [Read more...]

On Bad Intentions in Sales

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Your language and body language project your intentions, whether or not you are conscious of this fact or whether or not you want your intentions known. My friend Charlie Green’s trust equation suggests that the more self-oriented you are, the less you are trusted. What makes … [Read more...]

Now That We’ve Won Your Business, I’d Like To Learn A Little About You

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I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting. What? When we have the kick off meeting? You're probably wondering how the … [Read more...]

It’s Not On a Spreadsheet

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Sales leaders are sometimes guilty of focusing on the wrong numbers. But our friends on the other side can be equally guilty of focusing on what they can easily count instead of what’s important. Purchasing and professional buyers like to evaluate offerings on a spreadsheet. In … [Read more...]