Tag - sales strategy

12
Sep

The Modern Sales Strategy That Works Today

In my last post, I talked about why conventional sales strategies that were considered “tried and true” two decades ago are no longer working in today’s environment; they’re more about the seller than the buyer.  Unfortunately, many sales reps still cling to the old ways, despite the fact they are losing business to sales reps …

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15
Aug

5 Ways To Add Value After A Sales Call

Everyone knows we live in a post-trust era.  The days when people trusted others until they gave them a reason not to are gone.  These days, trust has to be earned. But trust is what advances the sales opportunity.  So how does today’s sales rep build the trust needed to succeed with customers? Value = …

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25
Jul

7 Habits of Valued Advisor Reps

Renowned sales expert Neil Rackham wrote what many still consider to be the definitive guide to sales, SPIN Selling.  First published in 1988, this book was the “sales bible” for two decades. But the author now acknowledges that the original edition of the book is out of date.  Many of the techniques it taught no …

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12
Jul

The 2 forces that drive buying decisions – Part 2

If the rear wheel of your customer’s bike is the driving force, or the business reasons, behind why your customer buys (as we discussed in Part 1), then the front wheel is the one that determines the direction in which he will go – whether he buys from you or from someone else.  Here, personal …

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11
Jul

What’s Wrong with Sales Quotas

   Between 2010 and 2013, the greatest emphasis of sales force change was in the area of compensation and quota setting.  That’s according to Mark Donnolo, founder of The SalesGlobe, a sales consulting group in Atlanta.  During those two years, in over 100 large companies that participated in his research, almost every vice president of …

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27
Jun

Why Your Sales Reps Must Follow the Platinum Rule

We’ve all heard the Golden Rule of Business: “He who has the gold makes the rules.”  That’s especially true in sales!  Your customers have the gold you’re after, so you must play by their rules. To do so, you must also apply the Platinum Rule: “Do unto others as they would have you do to …

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14
Dec

Dealing With Different Buyers in a Complex Sale

Complex sales where there are numerous decision-makers can be difficult to navigate.  Closing such a deal requires an understanding of the different types of buyers, what their concerns are, and what influences their desires.  It also requires the ability to anticipate, identify, and address the factors each individual cares about. There are three players in …

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15
Nov

How to Deal With a Deal-Killer: RISK

After you’ve completed your sales presentation or product demo, the buyer enters the evaluation phase of the buying process, and a scary monster frequently rears its ugly head: risk.  Risk can kill a deal, and its threat can increase as your prospect evaluates your offering. What is the opportunity cost of going with this solution …

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26
Oct

What To Do When You’re Asked To Lower Your Price

You’ve just made a great sales presentation for a great prospect.  The whole sales process has gone smoothly from the beginning.  You like your buyers, and they like you and your offering.  They definitely want to do business with you!  If only you can agree on a price. It’s easy and natural to get a …

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12
Oct

Why Cold Calling Is Dead

The Internet.  That – in one word – is why cold calling is dead, even for B2B sales. Before the Internet, the role of the sales rep was to educate a prospect through a presentation.  If it generated interest, the sales rep would qualify the prospect and then focus on closing the sale.   Back then, …

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