Here we go again. Global disarray, government elections, political scandals of betrayal and corruption. How do we keep our head when everyone else around us is losing theirs? How are we supposed to lead business and keep selling better when there’s a general feeling of uncertainty that makes decision making so difficult? There are those of us who have been around in business for some time now. Many of us […]
How to sell better in uncertain times Read More »
Another week goes by and another dozen stories of businesses discounting prices (or being asked to do so by their prospects or clients) appear. This week we heard about a few examples: a business being asked by a prospect to ‘give us a better price because you are doing a few things with us’, a business being told by a client, midway through a project, that ‘they would love to
6 Tips on How to Sell Value and Reposition Price Read More »
Someone has to do the selling or you don’t have a business. There are lots of people who have great ideas, skills, processes or inventions but hate the thought of selling. These people usually come from two camps: Camp 1: Those people who understand they have to sell in order to have a business but just don’t know how to do it. They often harbour some fears and anxieties about
Someone has to sell, or you don’t have a business Read More »
Sales managers are regularly looking for negotiation skills training for their salespeople. However, digging into their team’s situation and development priorities, it is quite clear, 90% of the time, that their people do not need negotiation skills training, what they really need is consultative solution selling skills training instead. The reason many sales managers and sales teams find themselves in this situation is they think every time their salespeople hit
Key guidelines for Negotiations in Sales Read More »
My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and private sectors, N4P and government since 1995 and we have seen and learned a lot of things. Here are some of what we have learned: Selling is everybody’s business and everybody lives by selling something Selling starts with opportunity and
12 things we’ve learned so far about Selling Better Read More »
We can agree: Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions. Selling is ubiquitous – ever present in our daily lives, internally and externally. Selling is the vehicle that allows opportunity to flourish and people to prosper. Nothing happens until something gets sold. However: As ever present as selling is in our daily lives, most people learn how to sell by default,
7 things you need to know to master the Craft of Selling Read More »
One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way. Clients and prospects get into these conversations because there’s nothing else for them to perceive as value besides the number next to the dollar sign.
6 Tips on How to Sell Value and Reposition Price Read More »
How many times have we heard about the salesperson who is so excited about their products that they get caught up convincing the client to buy by continuing to list the benefits of their offer and missing the client’s buying signal only to lose the sale? The buyer gives the salesperson a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and
This tip will help you close more sales Read More »
The typical salesperson stereotype is that of the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all persona that is often portrayed in the media and business world via films, press, social media, books, articles, and so on. Many salespeople have never been able to relate to this stereotype and others who don’t consider themselves salespeople but need to sell find this task daunting because they don’t
A new salesperson stereotype Read More »
After years of study and polishing technical skills to be a competent professional in a chosen field, it can come as a shock to many people that they need to sell their services and capabilities. The topic of selling and growing a business doesn’t often feature in university lectures. But in today’s market, a competent selling capability isn’t a nice-to-have add-on, it is an essential business and life skill. You
I’m not a salesperson but I have to sell Read More »