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Timing In Your Sales Process
Timing in the sales process requires acute awareness. There’s one fat obstacle that makes your eagerness to sell irrelevant – timing. If your buyer is not ready, then there is nothing you can do to...
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Stop Talking About How Great You Are
Talking about how great you are won’t win over people these days. Imagine being at a social gathering and walking up to someone to introduce yourself, “Hi my name is Jan. I work for a company that is...
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Positioning The Complex Sale
The complex sale doesn’t have to be frustrating. Good strategies make selling easier. If you sell something simple buyers don’t need much education. We have a built-in shorthand to understand the...
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Are You Addicted To Sales People?
If you had to sell without a sales force could you do it? What if you had to get rid of your entire sales team? Could you make selling work? I have seen businesses with older mindsets that seem to be...
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Marketing Access: The Power Of A Book
If you could position with your valuable knowledge, think how your customers will respond. If you have been in business for a while, you know that one of the hardest things to do is get a new customer....
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Thinking Smaller, Working Backwards
I don’t know the key to success, but the key to failure is trying to please everybody. – Bill Cosby Selling today is not about broad coverage and bombing every known venue with your sales pitch. That...
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Is Your CRM System Obsolete?
CRM systems rely on outbound activity. With marketing automation integrated with CRM, sales people are no longer guessing on the right leads to connect with. There was a lot of hype and promise over...
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Feeling Sold
If your sales conversation is creating tension, there is likely a good reason. There is no trust. I received a call out of the blue recently and uncharacteristically took the call. I was waiting on...
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Your Buyer Needs You To Pay Attention To This
Know how buyers engage and stay one step ahead. We see a lot of sales models changing in the new economy. There’s less selling going on. As a buyer you may have seen this happen. Now that you are glued...
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Qualifying Your Prospective Customers
The tactician aims her efforts towards anyone and everyone with a pulse in hope of a sale. Meanwhile, the strategist thinks through one simple question – “Who can say ‘Yes’ to me?” The difference...
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The Ongoing Work of Paying Attention
The need for vigilance in your business never goes away. It is now more imperative than ever for business owners to lead by being self-aware. Recently an article titled “What People Really Order At...
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Value is a Sparkling Clean Restroom
What is “Value” to your customer? Value is the rapid checkout and a cool shopping bag. Value is an elegant web application that’s a pleasure to use and easy to understand. Value is the instant reward...
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Make Your Sales Process More Useful
Today buyers have become so adept at doing the initial purchase research that they no longer need or have the patience for a sales presentation on the benefits of your service or product. “A Corporate...
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How to Monetize Your Content Marketing Message
More Right or Less Right The ultimate goal of your marketing is - and always has been - to grow your business. Jay Baer, author of Youtility, says there is no right or wrong when it comes to content...
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We Are All in Sales
I am seated in a plush red lounge chair in a cramped but cozy hip Austin coffee and wine bar called OPA!. It is really an old house, nicely converted into a simple but comfortable meet-up place or...
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Engineer the Outcome
In his book, Start With Why, Simon Sinek tells a story of a group of American car executives who went to Japan to see a Japanese assembly line. At the end of the line, the doors were put on the...
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How to Spread Your Idea
So how do you make an impact with an idea you have and make it spread? Start! Build a list (name and email). Create a memorable story. Make people laugh. Be likeable. Be generous. Make people cry....
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Getting Your Customers to Do What They Want to Do
What do people internalize when they interact with you? Recently I had the opportunity to go on a sales call with one of my customers. He was testing a new product idea that he is preparing to launch...
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Abandoning Things We Choose
In his book, Return on Influence, Mark Schaefer shares an interesting fact. He says most people abandon a business book after reading only one-third of the book. When you consider the fact that these...
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We’re Bored
We’re bored. Not all of us, and certainly not all the time, but it does happen a lot. Look into the eyes of the person at the checkout counter next time you purchase something. Observe the expressions...
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