Short of COVID-19 vaccine development in the near term, as much as we’d like that to happen, we must prepare for how the Coronavirus will disrupt sales revenues around the globe. There will be no accelerated come back. No ‘flip the switch” on, and the … Read More
Gain The Buyer’s Commitment At Each Step In Your Sales Process
Imagine this picture in your mind. Imagine your buyer having a running mental grade card during a sales meeting. Forming their impressions and their likes or dislikes based primarily on the way you sell to them including aspects such as your approach, confidence, words, your … Read More
How To Be A Pro At Asking Discovery Questions
*Read time: 1-2 minutes The top-producing sales reps master discovery questions that lead to their company’s differentiated value. When reps are effective at discovering a buyer’s value drivers along with any unrealized needs, it benefits them at all stages of the sales cycle. When reps … Read More
How to Sell Any C-Suite Executive In Any Industry, Anywhere
Reading time: 2 ½ minutes More executives today are involving themselves in the purchase process of long-cycle, large, or complex sales. Some sellers are unnerved by this development because selling to top executives isn’t something they are trained to do. There is definitely a knack … Read More
How to Be Strategic With Your Questions
*read time 2 minutes If you Google the word strategic, one definition places it in the context of selling, best: Relating to the identification of overall aims and interests and the means of achieving them. The overall aim is to land sales. Strategic questions (the … Read More
The 49 Commodity Crushing Differentiators of Value
You want to make more sales. You want to communicate your value in a compelling way. You want to differentiate the advantages of your product or services to close sales. But, you fear justifying your value effectively to decision makers. You’re not 100% confident in … Read More