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

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

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

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

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

Four Reasons to Review Sales Calls with Your Team

Four Reasons to Review Sales Calls with Your Team

Four Reasons to Review Sales Calls with Your Team Many sales calls are recorded. Few are reviewed. Sales calls should not be recorded as a means to simply check boxes. That’s pointless. Effective sales managers use call recordings like game film to help their team analyze the outcomes, and learn what is effective. Here are four reason to review sales calls with your team: #1 … Read more

One of my first negotiations

One of my First Negotiations

One of my First Negotiations I’ve said before that a master negotiator makes sure his counterpart walks away from the table feeling like a winner. All savvy buyers are players, and they love negotiating, which they treat like a game. They enjoy it, and when they play with another trained player, it’s fun for them. It may not be fun for the seller. In fact, … Read more

Mobile Defense Brand

Mobile Defense Plan

Mobile Defense Plan When a salesperson believes the buyer has the money, and thus all the leverage, negotiating a deal feels insurmountable. This belief causes mistakes to happen, as the seller starts offering concessions in order to get a deal. Any deal. Instead of turning into a wimpy seller, learn to deploy the Mobile Defense Plan for sales negotiations. This four-step plan is designed to … Read more

This is a Sales Call

This is a Sales Call It’s no secret that most people want to avoid sales calls. Once people figure out they have a salesperson on the line, they can’t wait to get off the phone. Traditional sales advice is to cajole them to staying on the phone. But forcing someone to give you their time is unlikely to bring about a positive response. Instead, when … Read more