Another week goes by and another dozen stories of businesses discounting prices (or being asked to do so by their prospects or clients) appear. This week we heard about a few examples:
6 Tips on How to Sell Value and Reposition Price – Take 2 Read Post »
Someone has to do the selling or you don’t have a business.
I have met many people over the years who have great ideas, skills, processes or inventions but hate the thought of selling.
They usually come from two camps:
Camp 1: Those people who understand they have to sell in order to have a business but just do not know how to do it. They often harbour some fears and anxieties about selling because of its bad public reputation and can feel overwhelmed about what they have to do. However, I find these people are willing to have a go.
I will gladly …
Someone has to sell, or you don’t have a business Read Post »
Whether we are a salesperson or not, there are times in our daily lives when knowing how to sell well turns often awkward situations into positive outcomes for everyone.
We are social animals. We rely on others for our existence which means we need to engage with others in some way to be able to live effectively and have a meaningful existence.
Let’s look at the new school year as an example: there are often many new faces, new people to meet and people to interact with across the year whether you want to or not.
This means that people find …
Sales Tips for everyday life situations Read Post »
In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development, coaching, and thorough planning thus leaving their evolution and sales results to chance.
Rushing through the day, responding to ‘urgent’ matters and deadlines, getting in and out of sales meetings as quickly as possible, doing the bare minimum with CRM and reporting, with little or no time for reflection or developing mastery in their core capabilities seems to be the lot of many sales teams today.
When we rush through tasks, client …
Using ‘Intelligent Practice’ to enhance Sales Mastery & Results Read Post »
Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions.
Selling is ubiquitous – ever present in our daily lives, internally and externally.
Selling is the vehicle that allows opportunity to flourish and people to prosper.
Nothing happens until something gets sold.
As ever present as selling is in our daily lives, most people learn how to sell by default, not design.
Often thrown in the deep end, they work it out as they go, feeling their way by trial and error, hoping to be on the right track.
This means that more people fail …
7 things you need to know about the Craft of Selling Read Post »
One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way.
Clients and prospects get into these conversations because there’s nothing else for them to perceive as value besides the number next to the dollar sign.
The price is an arbitrary figure with no inherent value in itself; it’s just a number and means absolutely nothing until it is made relative to something of value. Clients don’t see …
6 Tips on How to Sell Value and Reposition Price Read Post »
I like to keep on top of what is current, what is emerging, and what is still an idea. This is why I make time each week to do research as it helps me navigate my way around the present and into the future. However, I am finding there is so much to read, so much to get my head around, and so much to integrate into my business that it can take up a lot of time… and it only seems to be increasing.
This is why I want to get back to basics.
As I wade through all of the …
Back to sales basics Read Post »
I know, I know, I know.
How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed?
Usually, these ‘secrets’, once you look into them, either leave you feeling duped because of the unethical biases they take, or you are left with lots of little bits and pieces of advice that are ok but they are not coordinated in a manner that you can manage and move forward with them.
Like the diet and wellness industries, you could spend a lifetime trying to work out what you should do to improve your chances at …
Don’t die wondering, the real secret to sales success – Part I of II: the business Read Post »
Recently I wrote about wanting to tell clients what to do and why we couldn’t even if we know better. The premise was that what may seem so obvious to us may not be obvious to the client or on their agenda at all.
Why? Simply put, if the client or prospect does not perceive or admit to having an issue, a problem, a challenge, some difficulty they want to overcome, or even an opportunity they want to ignite then they will not perceive the need to change what they are doing now.
And even if they can see …
No Pain, No Change = No Sale Read Post »
How many times do we want to tell our clients what to do?
After only a few sentences uttered by them we, of course, know immediately what their issue is. We’ve seen it 10s or 100s of times before. It seems so obvious to us what they should do.
“If only they would just do this… it would be so much better/ save them so much time/ get them there faster/ make them safer, etc.” I hear you cry.
Welcome to the world of domain expertise when you (potentially) know a lot more about something than someone else does. It …
Why I want to tell you what to do, but I won’t, even if I know better Read Post »