We live in a fast moving economy. Change is constantly challenging us to reinvent ourselves. Who we do business with cannot be taken for granted. The threads which bind business relationships are built by trust and value. If your offering looks like parity to a buyer then your ability to connect and build trust becomesContinue reading “All Things Being Equal”
Category Archives: Sales Strategy
Missing The Customer
It is not hard to find bad service in a given day. It is pretty commonplace and we have all experienced it. The epidemic seems to arise from a crucial part of our humanity – our inability to transcend ourselves and think of others. I had a funny experience at the post office the otherContinue reading “Missing The Customer”
Gatekeepers As Friends
In the sales process, the approach is everything. The goal of the sales process is to get in front of the person who can say, “Yes.” This is often the owner or an executive of a business. If the decision maker is not in the relevant conversation, then it is pure wasted effort to shareContinue reading “Gatekeepers As Friends”
Thinking Instead Of Reacting
It is rare to find someone thinking. Sure, there are plenty of people who can react. That is the norm. Instead of depending on charisma and last minute work, what if you thought through a true selling process? What if you thought about what the ultimate buying experience could look like? Perhaps, the lack ofContinue reading “Thinking Instead Of Reacting”
Positioning With Value
The key about value perception is asking yourself whether you are valuable. If you are not valuable to your customer because: You don’t care about their problems You only care about how you make money You don’t understand what the real problem is You are selling You only know how to talk in terms ofContinue reading “Positioning With Value”
When It’s Not Showtime
There was a telling comment made a few years ago by famed NBA basketball star, Allen Iverson. He revealed his perspective about practice, “We’re talking about practice man, we’re not even talking about the game, when it actually matters, we’re talking about practice.” At that time, Iverson was the MVP of the National Basketball Association.Continue reading “When It’s Not Showtime”
Does Perfect Planning Make Perfect Sense
It is really difficult to meet someone who has had a linear, planned out, perfect life, much less a predictable planned week. The number of variables to manage are too vast. The accident you did not plan for happened. The new competitor who got to market faster was not on the roadmap. Reality did notContinue reading “Does Perfect Planning Make Perfect Sense”
