What it says on the invoice is different than what customers really buy when they choose our products or services. Customers certainly want products that work and services that deliver expected results, and that’s what they pay for. However, when choosing to buy from us versus our competitors the...
In almost all of my presentations and workshops, I get questions about handling objections. It’s a part of selling that is uncomfortable for many sales people. Since it comes up so often, I thought I’d blog my answer, which goes something like this…...
In previous blogs, I’ve written that the best sales people rarely close. This is because when working collaboratively with the customer decision-makers; everyone knows when it’s time to move forward. See more at Great Closers Rarely Close...
In simple business terms, an investment proposal that forecasts profits is part of proving business VIABILITY. This is true whether it’s an internal proposal or a proposal from a sales person. However, given that it’s still just an idea that forecasts a profit, we still have...
The minimum acceptable outcome of any sales meeting is to get closer to winning a sale. Sure, eventually we want to close the sale but in B2B sales, it’s rare if ever when we close a major sale on the first call. Yet so many...
The most successful sales people almost never do what many see as the traditional, hard close to win business. The best sales people close more business but most wouldn't recognize what they do as "closing" the sale. They'd see people moving a process along and helping others succeed. See how great closers continuously win....
