Category: Sales

The Gist:

• It can be difficult to change your client’s mind, especially if you try a very direct approach.
• Being consultative requires that you help your clients change their minds—and their decisions.
• Insight-based selling approaches…

The Gist:

• When you know you’ll have the same conversation multiple times, you can improve your results by designing effective language.
• Your clients share similar problems, concerns, and questions. Recognizing the patterns lets you…

The Gist:

• The legacy approaches to prospecting that try to trick your prospect actually prevent you from getting meetings.
• Decision-makers who are time-starved don’t take meetings without being promised a value proposition that is…

The Gist:

• Paying attention to distractions, especially meaningless communications, takes time away from your priorities.
• You owe your best work to your most important outcomes, something enabled by short bursts of concentrated… Continue Reading

The Gist:

• Whether or not you are consultative is measured by the value you create in the sales conversation.
• Eliminating anything external to your business acumen, your situational knowledge, and your insights gives you a realistic gauge…

The Gist:

• Selling is made more difficult by slippage, a loss of traction that can occur throughout the sales conversation.
• Some slippage is the result of the mistakes you make throughout the sales conversation.
• Your clients can also…

The Gist:

• Being consultative means that you provide someone with sound advice about their future decisions.
• The more time you spend sharing information about your company and your solutions in early conversations, the less consultative…

The Gist

• You can spend too much time researching your clients before you call them to schedule a meeting.
• Focus on research that will give you the ability to compel change.
• You should do more research after you acquire a meeting, to…

The Gist:

• Transactional leaders mistakenly believe that all people are motivated by money.
• An overreliance on compensation leads to lazy leadership, which prevents sales leaders from producing the best results.
• Salespeople who are…

The Gist:

• Prospecting effectively requires more structure than sporadic phone calls.
• A more complete view of prospecting starts with a territory plan and a contact plan.
• Success requires both insights and a prospecting sequence that…