Posts Tagged ‘sales tips’
Why Ask Why – A Story
Making the right decision is never easy. One of the things that makes it difficult is that we so often are fixing the wrong problem. Once a business problem becomes obvious to us, it has been through various stages of development. If we try to solve only the problem that we see, we risk solving…
Read MoreFive Sales Truths To Have Loyal Clients
We are all sales people. Not according to our job titles or our job descriptions. But the reality is: we all have to be finding and bringing new clients to our businesses. Whether you are the business owner or sales person specifically, if you play any role in developing new business, these five truths apply…
Read MoreObjections Make Good Questions
I have said it before and will say it again: Objections, in sales, are an opportunity for a conversation. When a prospect raises an objection, she is telling you something about what she needs. And that is an opportunity to ask more questions and continue the conversation. The Objection Conversation In a previous post I…
Read MoreEducational Sales
“What should I do with this email list?” Not an uncommon question, and there are numerous strategies and tactics you can employ to make the most of your email list. But before you design your cadence, you must determine your governing strategy, which is more about your business than it is about your email list.…
Read MoreEducational Sales – the What
Last week we took a close look at enterprise sales and the various level of customers within each client organization. This led us to Educational Sales. But what is educational sales? And how do you do it? Why educational sales B2B sales will always be decision by committee. And not all people involved in the…
Read MoreB2B Sales – Selling to Enterprise
A recent project I had included writing a sales strategy for a company that sold an outsourced business service to larger business clients. In other words: B2B service sales. The trick was: their target clients were companies who did not currently have this function in house. Hence their need to buy an outsourced solution. Many…
Read MoreStop Selling
That is: if you want to grow your business. People who work with me regularly are familiar with my approach to sales, which is to refocus it on “buying”. A commercial transaction requires actions performed by another person. That is the key to a new sale: it is actually the other person performing the act…
Read MoreMake It Easy To Buy From You
You’ve been reading this blog for a while, and have by now determined your market position and messaging. People know who you are, and they know both what you do and what’s in it for them. Now what? Do these people know what to do next? Do they know how to hire you? If you…
Read MoreWhy Do People Buy From You?
I ask this question of most of my clients when we start working together. Why you, and not the next guy? The answer will tell me what is important to the client. Then, as per my modus operandi, I proceed to ask for proof, in order to test the assumptions made by the business owner.…
Read MoreWhy You Should Focus on Differentiation
We all want to stand out. Our businesses need to stand out. It is not enough to be good at something, for a business to be successful it must have its own special approach and skills. What is Differentiation Differentiation is the process by which you make a product or service distinct from the competition.…
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