Self Selecting Out of a Deal

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Once upon a time, my little team won a massive client. They developed excellent relationships with stakeholders throughout the organization. We were doing excellent work, and things couldn’t have been going any better. And then I was asked to meet with the decision-maker, the … [Read more...]

30 Questions To Inform Your Sales Plan

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Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing. Do you have dream client targets? Do you have a plan to engage them? Is this plan a … [Read more...]

What A Leader Must Do

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Vision. Mission. Purpose. Then these: A leader must believe there is a way. Strategy is nothing without belief. And if you don't believe, no one else will. A leader must be a teacher. A leader teaches business, teaches values, teaches strategy, teaches empathy, teaches … [Read more...]

Before Things Go Sideways

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Things go sideways sometimes, even when you do your very best. Here's what you can do before that happens. Don't Make Promises You Can't Keep: Your client stakeholders are listening to the commitments you make. They are keeping track, and later they will keep score. If you … [Read more...]

The Death of the Economic Buyer

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There is no longer an economic buyer. Just as the power sponsor has been replaced by power sponsors (plural), there are now economic buyers (also plural). Every stakeholder is responsible for a line on the profit and loss report, is being asked to make a greater financial … [Read more...]

Losses Due to Lack of Consensus

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Lately I am seeing more and more salespeople lose opportunities because they don’t have the support of the necessary stakeholders. Here's two ideas to prevent this from putting an opportunity in your loss column. Authority In some cases they don’t have authority. Even though … [Read more...]

You Made Commitments You Didn’t Know You Made

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Your client has to be wrong. They believe that you made a commitment that you aren’t keeping. But you don’t remember making that commitment. In fact, you would have never made the commitment they now expect you to keep. Here’s how those commitments get made. Your Silence … [Read more...]

Go Ahead, Convince Me You’re Better

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The prospective client said that the salesperson was going to have thirty minutes to convince him that she was better than her competitor, a competitor that the prospective client had partnered with for eleven years. The prospective client wasn't really interested in hearing how … [Read more...]

The Only Seven Responses to Any Question

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Robin Starr gave a speech at Toastmasters. She said that there are only seven responses to any question. Let’s look at them through the lens that is professional selling. Yes The perfect answer. The one, most hoped for, and best of all responses. What do you want to hear when … [Read more...]

Making the Decisions Your Clients Make

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This post on relationships before value brought some interesting and thoughtful email responses. I didn’t make my case that value is part of the relationship and not a substitute for the relationship well enough. I’ll have to go back do better. In the meantime, let’s take a look … [Read more...]

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