OK, here’s yet another list we want you to make. The reason for this list is prod you into paying attention to the pains that your customers have. The shift here is that you should be constantly focused on their issues – not yours. And you can’t do that if you don’t know what to […]
This is from a Question & Answer call our team recently did in our program called The Accidental Salesperson. We thought we’d give you a peak inside our thinking when we answer client questions. (This is a transcription of spoken audio so forgive some of the clunkiness). Q: What I know is that clients give […]
PROSPECT PAINS. What kinds of pains/problems do you help people solve? Do you have a list of those? No? Shame on you. How can you be a problem solver if you don’t even have a menu of the kind of problems you fix? Start that list today.
Brandon Gerard, one of our members of the Advanced Selling Podcast Linkedin group, asked a great question today and thought it was worth sharing: “Is your smart phone hurting your customer relationships? I came across this great article, How Your Cell Phone Hurts Your Relationships by Scientific American, discussing how the presence of a smart phone causes people […]
This is from a Question & Answer call our team recently did in our new program called The Accidental Salesperson. We thought you might like to hear the kinds of questions coming from non-traditional sales teams. “I seem to set goals, but then do not hold myself accountable for achieving them.” This has a lot […]
PROSPECT POSSIBILITIES. Selling is emotional. What’s more emotional than dreams? How can you help–through your service/product–create future possibilities for your prospect? Don’t laugh so quickly. If you sell a solution, then you solve problems. And if you solve problems, you advance your client to a new future. Shouldn’t you know what that might be?
It seems that the very thing we are looking for – the motive – is something we should study extensively, but we don’t. Buyer motives are tricky. Motives are usually in some form of “pain” or “problem” with the prospect’s current reality, or “unexploited opportunity” (a brighter future that they can realize with your solution). […]
I wake up nights thinking about why I so detest the idea of ‘convince and persuade’ in the sales process. In fact, Bryan Neale said in a recent podcast, “No place in selling for persuasion or convincing.” A bold statement, yes. But one I agree with. So why is it so detesting to me? I think […]
If you’re a company leader, are you devoting any time at all to thinking about developing your high potential leaders of tomorrow? If you are, then this video might shed some light on some tactics/best practices on that path. It’s done by Dr. Robert Hogan, CEO and Founder of Hogan Assessments. While not always politically […]