Never Get Ahead of the Buyer

Never Get Ahead of the Buyer

Never Get Ahead of the Buyer After reviewing an MRI, I had a doctor tell me, “This surgery is inevitable. You are going to want to do this.” His knowledge convinced him of the need, but he was ahead of me emotionally. He was convinced before I was convinced. Another doctor, looking at the same MRI, took the time to show me the image and … 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

Preparing To Be a Player

Preparing To Be a Player

Preparing To Be a Player As a rule, success depends on practice; hours and hours and hours of practice. It’s true in sports. It’s true in music. It’s true in entertainment. Most professionals wisely eschew seat-of-the-pants performances. In the sales profession, we often enter into a negotiation with little to no preparation. As a result we rely heavily on instinct. Instinct tends to drive us … Read more

Lessons From a Savvy Seller

Lessons From a Savvy Seller

Lessons From a Savvy Seller A seasoned sales leader, who I had the privilege of working with, pointed out that, as a young salesperson, he made three mistakes at the end of a long sales cycle as he entered the final negotiation: No real plan. His plan was “to get the deal.” Ask for the order. When his old boss asked how he intended to … Read more

Do salespeople have to “give” to “get”?

Do salespeople have to “give” to “get”?

Do salespeople have to “give” to “get”? 95% of salespeople and sales managers believe salespeople have to “give to get.” A review of recorded buyer/seller interactions debunks this sales myth.  Why do we feel the need to “give to get?” This widely held belief is based on the idea of “qualifying” the buyer. Qualifying is extracting information for the seller’s purposes. There’s a need for … Read more

Close the Door on the Close

Close the Door on the Close

Close the Door on the Close One of the reasons salespeople get a bad rap is because most people associate sales with a hard close. No one wants to be manipulated or pressured into making a decision that they may come to regret.  Buyers don’t like a hard close, and the truth is salespeople don’t either. I’ve heard countless people say that they aren’t cut … Read more

Problem with Pressure

The Problem of Pressure

The Problem of Pressure Software sales can be described as a pressure cooker. Wall Street and private equity firms put pressure on the company CEO, who in turn puts pressure on the CRO. The CRO then pressures the sales team, which forces them to pressure customers. Pressure is often applied in order to accelerate revenue, but this approach can lead to dysfunction. Ultimately, pressure will … Read more

Always be Closing

Always be Closing In the 1960s, ‘70s, and ‘80s, “closing” was widely considered a technique. A sales move. And the various closes had names: The Assumptive Close The Alternative Event Close The Ben Franklin Close The Puppy Dog Close Sales experts at that time taught phrases and gimmicks designed to get prospects to say yes. The problem, of course, is that in complex sales these … Read more

Pressure for Sales

The Pressure of Sales

The Pressure of Sales It takes months to build quality pipeline. You can destroy a deal in a minute. When sales leadership focuses on late stage deals it leads to inconsistent revenue flow. Here’s a piece I wrote that applies: Proactive vs. Reactive Sales Management This may make the point even better.