Improving your sales results means helping your prospective clients in a more meaningful way, a way that is more valuable to them. Even though your solutions will no doubt help them, they’ll only derive those benefits if they decide to buy from…Continue Reading
Tag: consultative selling
There are some decision-makers who take the red pill: they want to understand the nature of their reality, and they expect you help them recognize the truth. Others prefer the blue pill: they have no interest in pursuing the truth, preferring not…Continue Reading
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
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