The job of the salesperson is to create value for their client AND to capture some of the value that they create for their company. There are some iron laws about not selling price. You must justify your higher price You cannot command a higher price without demonstrating … [Read more...]
Never Say Die!
July 11, 2010 By 4 Comments
It easy to fall into the trap of believing that there is nothing you can to do win a deal after you have presented your solution. You want a favorable decision from your dream client, and you know you faced stiff competition. But the race isn’t over until someone crosses the … [Read more...]
All Your Best Dream Clients Are Taken
June 27, 2010 By 2 Comments
Your dream client spends money in your category. They usually spend a lot in your category. This is one of the reasons (but only one of the reasons) that make them a dream client. If a company doesn't spend money in your category, it cannot be a dream client and you must … [Read more...]
Your Are Not Treating the Presenting Problem
June 23, 2010 By 3 Comments
It is your job to discover your dream client’s dissatisfaction (at least if you want to win the deal it is), to discover the ground truth, and then to develop a solution that helps them produce a better outcome. But the presenting problem isn’t always the real problem that … [Read more...]
How Not to Sell on Price: The Iannarino Principle
June 19, 2010 By 5 Comments
I have written here about salespeople in name only, those who want to sell without selling, those who don’t want to sound like a salesperson, those who wish to be trusted advisors (even when that means that they cannot ask for commitments), and those who believe that they are … [Read more...]
Ignorance Is Bliss: Why Your Dream Client Takes the Blue Pill
June 15, 2010 By 2 Comments
You want your dream client to see the world in a new way. You want them to see and understand the truth, the reality of their situation. You want them to see the possibilities. I love this scene in The Matrix. The character Morpheus offers Neo a choice of two pills. By taking … [Read more...]
From Commitment to Commitment
June 14, 2010 By 1 Comment
Sales processes provide a road-map to guide the salesperson from one stage of the sale to the next, obtaining the outcomes necessary to improve their odds of winning the deal. The stages of most sales processes include things like ensuring that you have uncovered the … [Read more...]
The Iron Laws of Sales
June 13, 2010 By 6 Comments
There are some laws that cannot be broken no matter how hard you try. Gravity is one of these laws. You may be able to beat it for a short time, but it will relentlessly work to replant your feet on the ground. And it will win every time. Selling has some iron laws that are … [Read more...]
Call Research: When Too Much of a Good Thing Ain’t Such a Good Thing
June 12, 2010 By 6 Comments
I had finally gained an audience with a dream client I had pursued for seven years. I had outlasted the obstacle that refused my access to her boss (she was the real power within her organization). Upon finding out she had left, I immediately scheduled an appointment with the … [Read more...]
Sales 2.0 Still Doesn’t Replace Sales 1.0
June 11, 2010 By 15 Comments
This one is going to sting a little. Actually, a lot. Today I had a telephone conversation with Jeb Brooks of The Brooks Group. Our conversation turned to Sales 2.0 and whether or not those who believe that Sales 1.0 is going to be replaced by Sales 2.0 are indeed … [Read more...]
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