Tag: Challenges

There aren’t too many jobs more difficult than effectively leading a sales force. It is a tough role, with as many ways to get things wrong as there are to get things right. There are, however, common mistakes that awareness will allow you to…

My post last week on not selling price elicited a number of comments on another LinkedIn group. Really, I don’t mind being told that I am wrong (I am married, after all). But it is a lot easier when I am actually wrong.

The conclusion of the post…

How do you win new clients? What are the underlying conditions that precede an opportunity for you to compete for their business? It’s far easier to point out all of the behaviors that put our competitor’s clients at risk, and much harder to…

To diagnose in sales is to be able to discover the root cause of your client’s business problem or challenge. It is the ability to recognize what is undesirable by the signs and the symptoms. But to diagnose is not to prescribe the cure—that…

The sixth attribute and sales-related skill set is storytelling.

Storytelling follows and builds on business acumen and the ability to diagnose. Storytelling, or building a vision of a better future, is not possible without the business acumen…

The fifth attribute and sales-related skill set is the ability to diagnose.

The ability to diagnose follows the ability to close only because the ability to obtain the commitment to explore a future relationship precedes the need to diagnose.…