For each email, phone call, proposal, demo or any other buyer interaction, what if you focused on the buyer and not on you, your product/service or your company? You will be well on your way to being a top performing sales person.
How to Make Every Buyer Interaction Generate a Positive Outcome
Struggling to Get Meetings with the C Suite? Change This One Thing
Are you constantly relegated to the lower end of your client’s organizational hierarchy? Do you know what to do differently to reach the C suite? The answer may be as simple as this: just change the conversation.
5 Ways to Maximize Your Selling Team’s Time and Get Epic Results
Assembling your selling team – the precious internal resources you rely on every day – costs time and money. Here are a few ways to best orchestrate your team and maximize everyone’s (including the buyer’s) time.
Solving or Selling: Which Will Make You More Successful?
Be aware of the difference between solving or selling. Do you solve problems for your buyers? Or do you just “sell” and hope something sticks?
Beware of Selling to Companies vs. People – and Why You Need to Know the Difference
Are you selling to companies or to the people in those companies? Take a look at each scenario and you’ll see how asking the right questions will lead your team to success.
Are You Asking Clients and Prospects the Right Open-Ended Questions?
Open-ended questions, if asked correctly, can provide a plethora of information. What questions will you ask differently the next time you prepare for a crucial client or prospect meeting? Will you ask the right ones?
How to Avoid the Pitfalls of How You Listen
At work and in sales, how you listen is a big issue. What are you doing to reconcile how you listen to make sure know the next steps with your client or prospect, and get the best outcomes?
Why I Hate the High Pressured Mass Email Tactic
How do you feel when you receive an obvious mass email telling you to buy a product or service? There must be tons of people out there who absolutely must have their products and services NOW, right? Personally, this tactic pisses me off. Here’s why.
Do You Only Hear What You Want to Hear?
Do you pitch your stuff to prospects and then find a problem it fits into later? Every sales person has “things in their bag” that they can sell. Be aware that if you only hear what you want to hear, you may be spending all your time on deals that never close.
How Being Both Creative and Disruptive Can Make You a Top Sales Performer
Being creative and disruptive is not a big stretch for top sales performers. They are analytical and knowledgeable, able to provoke ideas, and inspire innovative solutions to buyers’ problems. Are you both a creative and disruptive sales person?
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