Put some snot in your potatoes

Put Some Snot In Your Potatoes

Put Some Snot In Your Potatoes I’ve said before that sales negotiations are a game, and one of the most common plays a buyer has is the flinch: you state the price and they almost fall out of their chair. A client once told me she had just been to negotiating training for buyers and showed me eight pages of material dedicated to the flinch. … Read more

Don't Give Away the Deal at the End

Don’t Give Away the Deal at the End

Don’t Give Away the Deal at the End Salespeople can invest months building value slowly with a customer, only to give it away in an instant at the end of the sales cycle when a savvy buyer flinches at the price tag. If a salesperson believes the buyer has the money, and thus all the leverage, they offer unilateral concessions in order to get a … Read more

Is your ego stopping you from making a sale?

Is your ego stopping you from making a sale?

Is your ego stopping you from making a sale? One of the key tenets of my Sales Star Coaching Model is that a person’s current beliefs dictate the outcomes they will achieve. The idea is that the belief (sales = pitching) causes a person to act a certain way (lead with a pitch) and to get a certain result (buyers are not forthcoming because they … Read more

money before technology

Money Before Technology

Money Before Technology I will argue that you should talk to a buyer about money before you talk about technical details. Believe it or not, buyers are on board with this idea. It’s salespeople who aren’t. Doing a quick analysis and getting a buyer’s input on whether it makes financial sense to move forward is a much quicker process than dealing with technology. This saves … Read more

4 Rules of price concessions

4 Rules of Price Concessions

4 Rules of Price Concessions When a buyer puts pressure on a seller, the seller’s natural reaction is to start offering concessions. Yet if a seller gives big discounts quickly, they degrade themselves and diminish their offering in the eyes of the buyer. Before giving any concessions, savvy sales negotiators will deploy the mobile defense plan to politely, but firmly, stand behind the price. If … Read more

Revealing Cost: Questions to ask a financial decision maker

Revealing Cost: Questions to Ask a Financial Decision Maker

Revealing Cost: Questions to Ask a Financial Decision Maker When you have an opportunity to work with a prospect to build a business case, it’s important to involve the financial decision maker to co-build the business case. This is imperative to success because we have to let them do the math on the cost/benefit analysis. If they do not do the math, they don’t believe … Read more

Building the Business Case in Times of Uncertainty

Building the Business Case in Times of Uncertainty

Building the Business Case in Times of Uncertainty I’ve talked before about the competition for funding within a business and how financial decision makers will choose to fund projects that have the quickest and most reliable ROI. In the midst of the pandemic, cash is more precious than ever and many CFOs are unwilling to make investments unless they have a clear ROI AND a … Read more

Building the Business Case: Real World Sales Conversations

Building the Business Case: Real World Sales Conversations In Building the Business Case: Financial Decision Makers, I suggested that, to translate technical wins to revenue, we have to ask questions that: Connect the buyer’s need to enterprise priorities (the arrow labeled 3 below) Quantify the financial impact (the arrow labeled 4 below). If you need help on how to translate the Need Diagnostic outline into … Read more

Building the Business Case: Financial Decision Makers

Building the Business Case: Financial Decision Makers In Building the Business Case: The cost of status quo, I observed that most of us were taught to focus on the buyer’s budget. I suggested that the budget doesn’t matter. Only the perceived cost of the status quo matters. Price and budget are on the same side of the see saw. The larger the cost of the … Read more

Building the Business Case: The Cost of Status Quo

Building the Business Case: The Cost of Status Quo BANT = BUNK? A Zen Koan is a riddle that Buddhist monks use to open their minds. Here’s a sales Koan: The B in BANT does not matter. Most sales processes qualify based on the buyer’s budget. After all, we do not want to put tons of time into an opportunity only to find out there’s … Read more