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…

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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…

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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…

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We established you should discuss price. But what should that price be? From my Friday YouTube series: Consultant Corner 0.56 Benchmark – Market rates 2.24 Upside – Client Wins 5.15 Downside – Your Costs My online Courses: How to Start a Business as a Freelance Consultant : http://bit.ly/udemyBC Effective Decision Making in Business: http://bit.ly/udemyDM

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➡️ Talking about money is vulgar, talking about price is scary. When is the right time to discuss your prices? 0.33 Why to talk about money 2.02 When to talk about money 4.28 How to talk about money Find my profile and blog at www.rgbrizi.com My online Courses: How to Start a Business as a…

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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.…

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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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When selling, too many businesses forget that status quo is an option for their clients. Just because a prospect is “shopping around”, looking at new solutions, that is no certainty that they will, in fact, make a purchase. Why a prospect does not buy Adopting a new product, service, contact person… is itself a cost, well…

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When making buying decisions, clients assign budgets to their needs. In a B2B environment, a budget is often assigned before the sales process begins.  What the budget tells At any moment in time, a budget is finite. A buyer determines how much, out of the available spend, can go towards solving the problems of the…

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Nobody likes a conversation full of buzzwords. Do your clients and colleagues a favor and forego the sales jargon along with the industry jargon. What is Sales Jargon As we are focusing on your customers in this series, let’s look specifically at the sales jargon people use when speaking with prospects. There are so many…

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