Staying to the Left of the Sales Pendulum

Staying to the Left of the Sales Pendulum

Staying to the Left of the Sales Pendulum If you’re desperate to make something happen, and you try to control events and people, you push away the people you want to influence and you prevent the desired outcome.  I’ve written about the Paradoxical Intent and anti-suggestions before, explaining if you try to “tie-down” a buyer, you will not gain agreement. You will create resistance. A … Read more

Re-Diagnose Need or Not?

Re-Diagnose Need or Not?

Re-Diagnose Need or Not? In my tip, Sales Up in a Down Economy?, I talked about how salespeople can win deals by demonstrating to the buyer that their new purchase will be put to good use. While you may not think managing the implementation is part of your job as a salesperson, it’s worth your while to stay involved. By helping Customer Success understand what … Read more

Sales Up in a Down Economy?

Sales Up in a Down Economy?

Sales Up in a Down Economy? The Bad News I never want to be a source of negative thinking, but there is reason to believe that a global recession of some magnitude is underway. Buyers in 2022 are already hesitant about expenditures and many well cut back. The Good News I have experienced ten recessions and they are an opportunity to keep the growth flywheel … Read more

The Winning Edge is Often Subjective

The Winning Edge is Often Subjective

The Winning Edge is Often Subjective Success depends, not just on checking off the technical aspects, but understanding the subjective and emotional criteria. In many competitive scenarios, all of the vendors can check all of the technical boxes. The winning edge is a deeper understanding of the subjective and emotional criteria. Seek to understand the functional requirements. But don’t stop where most salespeople stop. Understand … Read more

Which wins in an A/B test? Pitch Deck vs. Diagnostic Deck

Which wins in an A/B test? Pitch Deck vs. Diagnostic Deck A buyer needs to understand your offering, so you should walk them through the Corporate Pitch deck in your first meeting, right? Here are seven observations from call recordings that compare these two approaches: Discovery calls that employ a Corporate Pitch Deck Discovery calls that use my Diagnostic Deck Since you may suspect that … Read more

2 Rules for Selling to a Committee

2 Rules for Selling to a Committee

2 Rules for Selling to a Committee More often than not, large deals mean that you have to sell to a committee, rather than an individual buyer. In these situations, many salespeople fall back to using the corporate deck to present to the group. This is a mistake. Though the corporate pitch deck is designed to cover all bases, it does not account for the … Read more

Develop Dissatisfaction to the Point of Action

Develop Dissatisfaction to the Point of Action

Develop Dissatisfaction to the Point of Action There are endless reasons why a potential buyer may be looking for a new software solution, but it usually involves some level of dissatisfaction with the current solution. Unfortunately, dissatisfaction alone is not enough to close a sale. Deals can stop because the financial decision maker feels there are other priorities, or because someone on the purchasing committee … Read more

Maximize the Perceived Fit of Your Solution

Maximize the Perceived Fit of Your Solution

Maximize the Perceived Fit of Your Solution The best way to maximize perceived fit of your solution, is to ensure it is NOT your solution, but the buyer’s baby. Don’t pitch. In fact, consider using anti-suggestions to help the buyer lay claim to the solution. Co-create the buyer’s Utopian Vision in the 3rd section of The Perfect Discovery Call. If the buying organization requires a … Read more

Don’t Believe Your Own Marketing (Too Much)

Don’t Believe Your Own Marketing (Too Much)

Don’t Believe Your Own Marketing (Too Much) Sophisticated product marketing teams provide personas and typical pain points as a starting point for sales conversations. They also love to arm sales teams with case studies. On call recordings, I hear salespeople telling customers about the typical pain points and referencing the case studies. As counter-culture as this may sound, the customer’s reaction is typically, “That’s not … Read more

Influencing The Buyer’s Vision When You Are Late to the Opportunity

Influencing The Buyer’s Vision When You Are Late to the Opportunity

Influencing The Buyer’s Vision When You Are Late to the Opportunity If you were not the first seller through the door, you are at a disadvantage. If your competition was involved in the formative stages of the buyer’s journey, the buyer’s vision may be well developed and hard to change. You CAN still win, but you must adjust your tactics. Decision Criteria Ask what the … Read more