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

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

12 Sales Resolutions for the New Year

12 Sales Resolutions for the New Year

12 Sales Resolutions for the New Year We all know that most resolutions fail because people often call out large goals without an understanding of what it takes to achieve them. Rather than saying that this year you want to sell more, or make money, focus on small changes that will help you achieve big results. Use this list as a suggestion to brush up … Read more

The Road to Sales Mastery

The Road to Sales Mastery

The Road to Sales Mastery In one of my recent Software Sales Bootcamps, one of my students mentioned that his CEO had been through one of my bootcamps and was using the techniques he learned on sales calls and it wasn’t always smooth and natural. My question to him was, “What makes you skeptical? Is it because his technique is not working?” The student said, … Read more

The four stages of learning

The Four Stages of Learning

The Four Stages of Learning I recently discussed the value of training in order to change our instinctive response to certain situations. If you’ve read my other sales tips, you know that I strongly believe in the value of coaching and repetition in order to learn new skills. Let’s take a quick look at the four stages of learning new skills, as popularized by Noel … Read more

The Value of Training

The Value of Training

The Value of Training Most people have never been shot at with an assault rifle. Nor have most folks been on the receiving end of a mortar attack. And only relatively few have been ordered to jump out of a perfectly good airplane into the middle of a gunfight, or to charge a busy machine gun nest. These rather stressful situations are simply not part … Read more

Guidelines for Use of Call Recordings in Sales Coaching

Guidelines for Use of Call Recordings in Sales Coaching

Guidelines for Use of Call Recordings in Sales Coaching I just put this together for a new client who expressed concerns about his team’s response to the use of call recordings for coaching, since they had never done it. He was worried about resistance to a new level of accountability that might impact morale. He was also concerned it might make his folks fearful of … Read more

The Karate Kid

The Karate Kid In The Karate Kid, Mr. Miyagi explained that you could walk on the right side of the road and you would be fine. You could walk on the left side of the road and you would also be fine. But if you walk in the middle of the road you would be squished like a grape. He was advising his young student … Read more

Leading Change through Sales Methodology Training

Leading Change through Sales Methodology Training Creating change in a sales organization requires a sales leader to utilize sales methodology training. Change is hard because most people take the path of least resistance and gravitate toward old habits. Leading a sales team starts with putting your sales playbook in place. If your new sales methodology makes their job easier, the sales team will use it. … Read more

Kaizen: A Method of Change

Kaizen: A Method of Change

Kaizen: A Method of Change Kaizen started as a US Military process of continuous improvement and was adopted in Japan after WW II. It was then that the practice was named Kaizen. Kaizen means: Ask small questions. Think small thoughts. Take small actions. Solve small problems. Small rewards along the way. Change is Scary Our primal (limbic) brains highjack our thinking brain when there is … Read more