Jack Malcolm is President of Falcon Performance Group where he prepares and trains salespeople. His focus is the complex sale, but Jack weaves military history, behavioral economics, and cognitive psychology into a powerful approach to influence and persuasion. Jack is also a … [Read more...]
Episode 8 – Making Strategic Sales Presentations with Jack Malcolm
March 23, 2013 by Leave a Comment
The Best Questions for Your Needs Analysis
February 25, 2013 by 4 Comments
There is no “best question” for you to ask during your needs analysis sales call. There are “best questions.” Personally, I like to ask questions based on the client’s stage in their buying cycle. But there are a lot of ways you can categorize great sales … [Read more...]
Selling to the A, B, and F Suites
February 18, 2013 by 5 Comments
You’re might be overly concerned with selling to the C-suite. Authority used to reside in fewer people. Now decisions are more and more made by consensus. The elevator from the ground floor passes through every floor on its way to the Executive Suite. And it’s likely your … [Read more...]
How Many Agreements Do You Need?
February 7, 2013 by Leave a Comment
You think you need your power sponsor to agree that you are the best person to add to their management team, that your solution is best, and that they should move forward with you. Not so fast! What about the rest of the organization that is going to be impacted by a decision to … [Read more...]
Value Is In the Eye of the Beholder
January 19, 2013 by 1 Comment
End Users Stakeholders For the end-users of your product or service, the value created is that your widgets (whatever they are) actually perform well. End users also value good support and service. Even if you can create a higher level of value for their organization, if you … [Read more...]
Leaving A Trail of Negativity Behind You