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Beyond the Transaction

By / / Complex Selling & Transactional Selling, Customer Service, Sales Consulting, Sales Relationships, Sales Skills, Sales Tips, Solution Selling, Uncategorized, Value Based Selling

In 30 seconds

Selling is much more than completing transactions, particularly in B2B and complex B2C environments. Delivering value is crucial for building long-term relationships with customers. To shift to value-based selling, you can start with this 4-step approach:

  • Focus on customer needs
  • Shift to consultative selling
  • Demonstrate ROI
  • Collaborate with customers

    • By moving beyond transactions and adopting a value-based selling approach, businesses can better meet these expectations and build stronger, better customer relationships.

    In 2 minutes

    In the past, sales were often focused solely on completing transactions. However, in today’s market and particularly in B2B and complex B2C environments, customers expect more from the sales and service …

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    TheRaceToTheBottom

    Does anyone benefit from a race to the bottom?

    By / / Blog, Ethics & Values, Procurement, Sales Relationships

    This is not the first time I have written about Race to the Bottom issues, nor will it likely be the last. However, I am prompted to raise this topic again given the rise in businesses, especially those in the building sector, going bust.

    We work across industries and last week I was working with a B2B sales team in the building and construction sector about how to deal with their civil contractor clients who are caught in fixed price contracts (of their own making) with their developer clients and are now trying to avoid price increases with our client expecting …

    Does anyone benefit from a race to the bottom? Read Post »

    No More Games - Fostering Healthy Relationships

    No More Games: Fostering Healthy Relationships

    By / / Blog, Brand & Reputation, Common Ground, Ethics & Values, Human-centred, Sales Relationships

    No more games*! Now more one-upmanship! No more outfoxing, outsmarting or outwitting others at their expense!

    Instead, what about playing it straight and acting with honesty, integrity, and transparency?

    What about prioritising and fostering healthy relationships in business and life?

    In this pandemic VUCA** riddled world, many people already have a lot on their minds, assessing risk and worrying about their future. Being in a constant state of wariness is exhausting.

    Finding someone you can trust and rely upon to do a good job, someone who wants to work with you, has your back, and understands and respects you in this turbulent sea of …

    No More Games: Fostering Healthy Relationships Read Post »

    What is your top sales concern in 2022?

    By / / Attitudes & Behaviours, Blog, Communication, Remote selling, Sales Culture, Sales Process Maps, Sales Relationships, Sales Tips

    In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis.

    At that time, having conversations with business leaders across Australia and internationally, we found the following 11 ‘cracks’ as the most common to have appeared in their sales systems:

  • CRM – The lack of quality and accuracy of customer data
  • No Sales Strategy – zip, nothing, zero
  • A reactive and short-term approach to sales
  • No proactive prospecting activity, capability, and discipline
  • Lack of support and training for sales team to help them keep selling while at different stages of lockdown
  • An overreliance on networking events to get …

    • What is your top sales concern in 2022? Read Post »

    Human-Centred sales teams
    A game-changing strategy

    By / / Blog, Collaboration, Human-centred, Sales Culture, Sales Relationships, Sales Results, Sales System, Strategy, Success

    For too long sales has been seen (and promoted) as combative – us versus them – an arm wrestle on price and terms, a face-off as we sit opposite each other.

    What if I told you that doing the exact opposite would actually make selling and buying easier, quicker and more enjoyable for all concerned?

    Most people want relationships of all kinds, to be open, honourable, honest, productive, positive, and above all safe because this means we can concentrate on what’s important and get things done together.

    However, the more companies operate in the technical space, looking for technical solutions to sales challenges, …

    Human-Centred sales teams
    A game-changing strategy     Read Post »

    The Difference between Generosity & Reciprocity & why this really matters

    By / / Attitudes & Behaviours, Blog, Communication, Sales Relationships

    What is the difference between Generosity and Reciprocity and why does this matter?

    In simple terms and for the purposes of our work in sales and business, and maybe life in general:

    Reciprocity

    Is the practice of exchanging things with others for mutual benefit. Think buying and selling and creating a fair exchange of value.

    Generosity

    Is the practice of giving something -time, money, food, kindness, advice, etc.- to people, usually, but not always, in need, without expecting something in return from the recipient of our generosity.

    Seems pretty straightforward, doesn’t it? But we can get ourselves into all sorts of relationship …

    The Difference between Generosity & Reciprocity & why this really matters Read Post »

    Trust me, I’m a salesperson

    By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Opportunity, Sales Relationships, Sales Results, Sales Trends, Trust

    Sales Trend 6 from the Barrett 12 Sales Trends Report for 2019 is about how successful salespeople are rising to the challenge of rebuilding trust at a time when trust in business is particularly low.

    When trust in business and organisations in general is low, no one is more affected by it than salespeople. Salespeople are at the frontline of the business. They are the visible face. So when things go pear-shaped, the ones who lose credibility and trust are salespeople themselves. The famous Edelman report and a study conducted by Roy Morgan reveal that trust in businesses is at …

    Trust me, I’m a salesperson Read Post »

    Why a Fair Exchange of Value goes beyond exchanging money for goods

    By / / Attitudes & Behaviours, Collaboration, Ethics & Values, Sales Relationships, Selling Better

    At its simplest, selling and buying is about a transactional exchange of a service or product for money.

    For simple, low cost, transactional sales, where we may have little vested interest in the other person or company providing that product, we may not reflect as deeply on our buying interactions with them. However, if we discover that we have been ‘ripped off’ by paying too much for something, or unfairly treated, or discriminated against, and so on, we are more likely to become highly invested in the concept of fair exchange of value.

    Why? Because as human beings, we do not like …

    Why a Fair Exchange of Value goes beyond exchanging money for goods Read Post »

    Trust is the heartbeat of business, sales and society

    By / / Attitudes & Behaviours, Brand & Reputation, Communication, Competition, Ethics & Values, Sales Culture, Sales Relationships

    I have been writing about Trust in sales and business for many years; however, this year has seen a rise in my output on this topic, especially with the fallout from the Banking Royal Commission with posts such as:

    The Flight to Ethical Selling – how the banks can avoid a royal commission

    What does Selling Better mean for customers and shareholder return?

    What are the biggest issues facing CEOs and sales leaders today?

    Yet, trust is the heartbeat of business, sales and society.

    Without this life force pumping vitality through our collective systems every day …

    Trust is the heartbeat of business, sales and society Read Post »

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