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Over the past few days, I’ve been participating in a loss review with one of my clients. It was a painful loss, it was a major opportunity, with a prestigious customer. The winner would lock up the business for the foreseeable future. My client had been pursuing this opportunity for over a year. The sale was for a relatively complex piece of capital equipment. The support teams had done many demonstrations and tests, they had made modifications to the base software to support customer requirements. Through the entire process, they were neck to neck with the competition. In the end, they were even slightly lower priced. Read More
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Five basic personal weaknesses and how to turn them around in order to be an effective sales person Read More
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A few days ago, I started a discussion with “What Are The 3 Characteristics That Set Great Sales People Apart?” followed by “How Important Are ‘Techniques’ To Sales?” I hadn’t meant to turn this into a series (or saga), but the discussion has been very interesting. For me, it has been a bit of a journey of discovery. I’ve always had an aversion to what I call “techniques” — those 68 closing techniques, the persuasion technique and so forth. Read More
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Your clients are probably using your product in ways that you don’t know about. Why not find out how and potentially open up a new market. Read More
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Geoffrey James wrote an interesting article at BNET, Sales Goals vs. Sales Process: Which Is Most Important? Frankly, the question confuses me, it assumes that sales goals and sales process are mutually exclusive. Geoffrey seems conflicted, as well. Later, using the example of an Olympic athlete, he states, “For the Olympic athlete, the process leads naturally and progressively towards the goal. Read More
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Do you sell an expensive item? Do you realize that you can probably sell more by breaking your price into several payments? Read more here Read More
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The other day, I wrote a piece, What Are The 3 Characteristics That Set Great Sales People Apart? It stimulated quite a reaction as people started suggesting their ideas. I was surprised by the focus of a number of people on the “right techniques.” These comments started to make me wonder about my own belief system and biases Read More
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Making your clients faster, less expensive and better are all goals that you should be striving for. Think about how you can do this with your product or service and you will be miles ahead of your competition Read More
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How do you position your product or service you sell as it relates to your clients? Do you show what your client is missing by not using your service or product? Here is a quick how to on positioning your offering with a financial benefit Read More
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Last Friday, I had the privilege of being interviewed by an executive on critical issues in buying and selling. It was a great conversation, but one of his questions stuck in my mind. He asked me, “What are the 3 characteristics that set great sales people apart from others? Read More
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