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Category Archives: Communication

What’s your Elevator pitch?

“So what do you do?” How many times have you been asked that question? At a networking function, a business event, at a BBQ, in the elevator, anywhere? How did you go answering the question? You may have nailed it in a clear succinct sentence or like many people you may have stumbled, paused, gather […]

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Sales Psychology – The Theory of Mind

When we interact and work with people (customers, colleagues, managers, friends, family, etc.) it is important to be able to interpret and understand where the other person is coming from – their perspective, especially if we want to continue interacting and working with them in a manner that is beneficial to both parties. Interpreting and […]

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Is anyone listening to me?

Listening to the Needs of the Customer

We’ve talked long and hard about how sales people need to listen, listen, listen to the client.  Not just hear but really listen to what is being said, how it is being said and so forth.  Seeking to understand your clients and prospects is critical to any effective sales relationship. However, we talk very little […]

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Breaking the Chain of Ignorance – upping the pace of transformation

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Breaking the Chain of Ignorance – upping the pace of transformation”. It is not enough to adapt to change, we need to keep ahead of the […]

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Ego is a dirty word in sales & sales management

Having a big ego is often associated with the sales profession.   For many years the supercharged Alpha male, 600 lb sales gorilla has been the poster person for successful salespeople.   And then there is the larger than life sales manager who charges in to save the day by taking over the sales call, making the […]

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First, people buy the salesperson

Business Deal

Here’s a simple reality… Prospects and customers buy the salesperson first during every sales call – or they don’t buy at all. In any major sale, especially Business-to-Business (B2B) or complex Business-to-Consumer sales, the prospect or customer makes a predictable series of buying decisions that lead to a final purchasing decision. The first and perhaps […]

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Sales Lessons out of the mouths of babes

‘Out of the mouths of babes’ is one of those expressions you hear adults utter occasionally.  Often amazed at the remarkable or insightful things children say, I think we do children an injustice by thinking this is an infrequent or rare occurrence.   The many children I have met over the years are very perceptive, smart […]

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How do your clients really perceive you?

Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they think about you and your company?: ‘I’m so glad I’ve met you; my life/business is better off for knowing you.’or  ‘Oh that guy (gal), yeh […]

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Just shut up and close the sale

Sun Tzu, the an ancient Chinese military general, strategist and philosopher, said ‘Move swiftly to overcome resistance…’. In selling that is interpreted as closing when you get a buying signal. Yet how many times have we heard the story about the sales person who is so excited about their products they get caught up in […]

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Solution Selling Isn’t as Dead as Some People Thought!

Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand their customer’s needs, and in many instances they inadvertently helped their customers crystalise their thinking and clarify their needs. At that time salespeople controlled the […]

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