Posts Tagged ‘buying journey’
Evolution 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 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 MoreDo you Push or Do Buyers Pull? (Less selling more buying)
How many times have you walked into a store thinking “I hope nobody tries to sell to me, I know what I want to buy so let me get it, pay, and leave.”? Your clients are no different: they will be much happier if they are doing the buying – the pulling – rather than…
Read MoreStatus Quo – Your Main Competition
A lot of people are vying for your clients’ attention. As you strive to stand out from all the competition it is important to remember one thing: they can always do nothing. Buying Triggers Unless a client is responding to catastrophic change, buying remains an option, not an obligation. There are various reasons a client…
Read MoreWhy Saving Time Isn’t Enough
Over the past couple of months I have had several conversations about whether “saving time” should be central to a value proposition. The answer is yes, and no, and is worth addressing here. For a business to business company, “Saving Time” and its non-identical twin brother “Saving Money” are both essential benefits of any product…
Read MoreThe Three Clients of B2B Sales
Take a business that sells to other businesses (B2B, or business-to-business). Ask any three employees who their clients are; chances are you will receive three different answers. And, most likely, all three are correct. How to increase sales from enterprise clients? This questions rose recently on an online small business forum, from a provider of…
Read MoreThe Buyer’s Pyramid
What makes a buyer ready to buy? How severe is a pain before the buyer will depart with funds to acquire your product or service? As I have said before: status quo should be on your list of competitors. Sometimes the alternative is more daunting than whatever system is in place at the moment, and the…
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