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