You know how important it is that you acquire meetings with your prospective clients. You are also acutely aware that getting a meeting is rarely easy, and it is something that takes time and an effective approach. It's vital that you have a…Continue Reading
Tag: consultative selling
You don't want to be a vendor. The word suggests that you offer something for sale, like a vending machine. You also don't want to be a preferred vendor, even if that means your dream client gives you more of their business than someone else.
There is inevitable confusion about price and its impact on winning or losing sales. The confusion over price begins when salespeople believe that they lost on price, especially when their prospective client tells them they went with a competitor…Continue Reading
We tend to think of selling as something one does, as a profession, a set of actions. We believe that anyone motivated to learn to sell can do so, and put our faith in sales processes and methodologies to produce a repeatable result. Now, because…Continue Reading
Some salespeople still open the first meeting with a prospective client by sharing their company’s history as a way of establishing the right to be in the room with a decision-maker. They’ll also share the company’s locations and the names…Continue Reading
Today marks the first anniversary of my publishing Eat Their Lunch: Winning Customers Away from Your Competition.
Eat Their Lunch is my third book. The first primary concept in that book, Level IV Value Creation, is my oldest framework. The order…Continue Reading