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 will cut back. The Good News I have experienced ten recessions and they are an opportunity to keep the growth flywheel … 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

Sales tools and tips to use at each point in the Buyer’s Journey.

Sales Tools and Tips to Use at Each Point in the Buyer’s Journey

Sales Tools and Tips to Use at Each Point in the Buyer’s Journey Sales Tips to Facilitate the Shift from Latent to Active Need 15 Lead Generation Techniques Self Depreciation Over Social Rapport What to Say if a Sales Call is Not Going Well The Value of Training – The Value of Training Salespeople | Creating useful sales habits Style Matters in Sales This is … Read more

The Buyer’s Journey

The Buyer’s Journey

The Buyer’s Journey The image below depicts the five phases a buyer moves through to recognize a need, assess alternatives, make a purchase, and promote that solution. Buyers move through these stages with no assistance. Moving through the phases is like an element moving through changes of state, from gas, to liquid, to solid. It is primarily an emotional journey. The changes of state are … Read more

Tactical v. Strategic Selling

Tactical v. Strategic Selling

Tactical v. Strategic Selling Tactical selling Tactical selling is what you do when you are with a customer. Tactical selling is about doing things right; it’s about action; it’s about execution. A tactical selling system provides structure for the sales conversations that move a customer through the buying journey. A prescribed process for delighting the customer and ensuring that buyers become promoters is vital to … Read more

The Need Diagnostic: How Buyers Decide

The Need Diagnostic: How Buyers Decide This post continues the discussion on how buyers make decisions that began with How Buyers Decide Part 1  The Need Diagnostic The single most important sales skill is the Need Diagnostic. The general principle: People have needs but don’t want to be vulnerable, so people hide their needs, even from those who can help. In order to complete a … Read more

Brain Science and Decision Making: How Buyers Decide in B2B Sales

Brain Science and Decision Making: How Buyers Decide in B2B Sales Brain Science and Decision Making: How Buyers Decide in B2B Sales If we understand how buyers decide in B2B sales, we can facilitate the process to the benefit of both parties. Brain scans let us see how buyers decide Neuropsychologists believe that emotional and rational parts of the brain may be more closely intertwined … Read more