I grew up in a business that was much smaller than the major competitors with whom we battled for business. I learned to sell by competing with competitors with revenue thousands of times greater than my company for the largest prospects in my…Continue Reading
- Selling when there is no compelling need: You are not going to win a deal when no deal is possible because your prospective client has no compelling need.
- Skipping stages of the sales process: Skipping stages of…
Reaching your dream client can be difficult. Creating an opportunity when your dream client is already satisfied and when they have no compelling reason to change feels like mission impossible. You are in the business of competitive… Continue Reading
Running a business isn't easy.
I just watched a video in which the leader of well-known and well-respected brand informed his workers that their jobs would be eliminated in the next two years while the facility relocates to Mexico.
The leader of…Continue Reading
You want to tilt the playing field in your direction. Here are four (of many ways) you can personally create a competitive advantage:
- Work Harder: No one can outwork you without you allowing it. If you are getting out-hustled, that’s on…
Let’s say you are calling on a customer that spends $250,000 on whatever it is that you sell. For you and your company, that’s not a huge deal, and it isn’t a small deal either. It’s just slightly larger than your average deal with a…Continue Reading
Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear.
Want to Hear
The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client…Continue Reading