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...]
Your Dream Client Didn’t Hire a Sales Rep
July 9, 2010 By 4 Comments
You made the call, you scheduled the appointment, you did your discovery, and you made your diagnosis. You discovered the truth of your dream client’s problems, you helped create a vision of a better outcome and a better future, and you won the deal. Congratulations! Your sales … [Read more...]
Effort Doesn’t Line Up Neatly With Results
July 8, 2010 By 2 Comments
Producing results in sales doesn’t always seem to line up very neatly with your effort. Some days you can bang out hundreds of cold calls to no result. Other days you can make ten calls and schedule five appointments. Some of the deals you work the hardest to close don’t go … [Read more...]
Selling and the Human Terrain System
July 5, 2010 By 4 Comments
I just finished reading Sebastian Junger’s brilliant new book, War. Junger was embedded with a company of the 173rd Airborne in the Korengal valley, where the war in Afghanistan is being fought. I loved the book, but I wouldn’t recommend it unless you are prepared to have … [Read more...]
A Thirteen-Week Personal Sales Development Plan
July 4, 2010 By 6 Comments
Week One | Study the Iron Laws of Success: There are common attributes that all successful people possess. By reading, studying, thinking about, and applying your efforts and energies towards improving these attributes in yourself, you can become more successful at sales (and … [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...]
While You Were Sleeping: Thoughts on Competition and Complacency
June 26, 2010 By 5 Comments
While you were sleeping, your fiercest competitor stayed up late into the evening reading a book that is going to help them bring their A-game up a level. In fact, two levels. While you were sleeping, your fiercest competitor was already out of bed and at the gym working … [Read more...]
How To Provide Your Dream Client with References
June 24, 2010 By
Your dream client is going is going to ask you to provide proof that you can achieve the results that you promise when you tell your story. Often times you provide proof in the way of references, your existing dream clients who you believe will say the nicest things about you and … [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...]
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