Until you position yourself as the best solution to solve the buyer’s problem, you are selling just as much for every other company’s solution as your own. Here are the top four ways to position yourself as the best solution. After you have first established yourself as a think-partner, and after you have moved this decision […]
If you want to sell, you should control the Buyer’s Journey. The Buyer’s Journey is the process each buyer navigates in order to make their ultimate buying decision. It closely mirrors the Sales Funnel as we know it. In the Top of the Funnel, the Buyer is Qualifying. In the Middle of the Funnel, they […]
In Stephen Covey’s best selling book The 7 Habits of Highly Successful People, he introduces the concept of the “circle of concern verses circle of influence”. The Circle of Concern would include areas where we have little control yet continue to fret over the outcome (reactive), whereas the Circle of Influence represents areas which we have the ability […]
According to HR Chally Research, which of the following categories do you think was the most important in the buyer’s selection process? Price Service Product Competency of the Salesperson Most often, buyers cite the competency of the salesperson as the most important factor in their selection process. That means that above all, the salesperson him or herself […]
How many times has a prospect told you that they intend to buy from you, but they have not actually committed? Every buyer has a To Do List, but until we move to the number one position, the prospect will not act. Once we have established trust at the top of the sales funnel, we […]
A picture is worth a thousand words. That’s because we process images much quicker than words. In fact, visuals are processed 600,000 times faster than text and while people only retain 10% of what they hear and 20% of what they read, they retain 80% of what they see. That’s why the next time you […]
When you first meet with a prospect, you have no credit—that doesn’t mean they necessarily distrust you. It means that you have to earn their trust. When your credibility with them rises, the seller’s fear of you decreases. In order to decrease the fear as soon as possible, we need to get into the relationship […]
Is your sales force consistently achieving your sales goals? If they are, do you attribute that success to the effectiveness of the sales organization itself, or to other contributing factors? If they are not consistently achieving the goals, then your team is not optimized—and the best way to know if a tool is effective […]
In Malcolm Gladwell’s book Blink he informs us that we make surprisingly accurate assessments in the first few seconds of meeting someone new. It’s called “thin-slicing” and we all do it whether we realize it or not. Just think back to the last time you met someone new. After a few minutes of speaking, do you remember […]
In diagnosing pain and gain of a prospect’s business situation, we better inform ourselves to create solutions that fit their problems or goals. With our solutions prepared, we can structure our sales proposal into a pleasurable destination—a favorable solution to our prospect’s issues. The reason that we discover before we present is to find out […]