Loyal Customers
Problem Solving Sales
This is where we are now. Selling is about buying, and the solution is about the problem. A solid sales approach is about more than matching the customer to the product. We now look at sales process, implementation, delivery, use and all touch points as part of the problem solving. A Subtle Change What is…
Read MoreEvolution of Sales Conversations
There are as many ways to describe “Sales Eras” as there are sales people. A quick search will reveal sales stages and methods like manipulative versus consultative, push versus pull, barrier selling, relationship selling, transactional selling and much more. In my work I keep a focus on selling as being all about buying, and as…
Read MoreThe Objection Handling Strategy
A successful business is one that solves problems for other people. It achieves this not only with its product, but also with how the product (or service) is purchased, implemented and utilized. In order to continuously solve problems through all of these stages, a successful business understands its client needs. This means encouraging, addressing and…
Read More5 Categories of Objections
Pairing my appreciation for systems with the importance of responding to objections, I do train my clients on how to pro-actively manage this part of their sales conversations. In other words: there’s a strategy for that. And it starts before any sales conversation has occurred. All objections will fall into one of five categories. Understanding these,…
Read MoreAre Objections Harming My Business? Part 2
Yesterday we examined a couple of situations in which a business owner believes he or she is not encountering objections in their business. Today, let’s look at a few more situations, where said business owner is aware of a sales problem, though perhaps not the specific role objections can play. I have dozens of sales…
Read MoreAre Objections Harming My Business? Part 1
Are you using prospect objections as a force for good, or for evil? A prospect is not likely to begin a sentence with “Allow me to raise this objection…”, but that is still what they are doing. No business has every client agreeing with its proposals every single time. Following are just some of the…
Read MoreHow Objections Are Good For You
In last week’s post we established that objections – far from being conversation-killers – are opportunities to further conversations and relationships. When a prospect raises a particular objection to doing business with you, it is an invitation to further discussion. The Sales Benefit The principle thing an objection does is allow you to continue the…
Read MoreGood things happen when people Object
Objections in a sales or business conversation are a good thing. You read that correctly. Too often I have seen business owners, business developers and trades people of various sorts bow out in the face of objection. And yet when your prospects are raising objections they are not saying “No, thank you”. They are actually…
Read MoreBuying Triggers
Have you every asked yourself why your new clients buy from you? I don’t mean from you specifically, I mean what has prompted them to buy at all? In almost all cases, buying something is a burden. It is an interruption of one’s productivity, work or leisure time. Before a prospect even has a chance…
Read MoreTactical Networking
A mid-week post for a slightly different topic. Most of what I discuss in this blog is strategic, and of course networking is no different. Let’s pause momentarily, however, and consider networking tactically. Why Network Because if people do not know you exist, then they can not hire you, promote you, refer you, or even…
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