An award-winning weekly sales blog with tips and tricks for selling professionals.
It's a metric that merits more attention. What do your customers and prospects think about their interactions with you and your company? Is the buyer experience one they'd recommend and eagerly repeat?
Unfortunately, in chasing metrics that are focused on sales activities and results, we're neglecting to measure what matters most. Long term success depends on how buyers feel about working with you. To build for the future, you need to lay a strong foundation with buyers.[Read more…]
Several weeks ago, we talked on air about the Noble Profession of Selling. Since then, we’ve been perplexed by some of the feedback and comments we’ve received about that topic. Two people wrote in to say that they left sales because they couldn’t live with the way they had to lie to and manipulate people in order to make a sale.[Read more…]
You've probably heard the buzz word and may have wondered "what is value creation?" If you're like most sellers, you may have assumed this is the same as value added.
Creating value is not the same as adding value. The bar has been raised significantly by empowered consumers who are looking for better, more, different, special and unique.
Adding value is expected in the course of regular business, and it takes many forms like customer incentives, no-cost options, loyalty programs and giveaways. It involves taking something with a value and adding it on for the buyer.[Read more…]
Not all closed-ended questions are bad. In fact, some serve an important purpose. Some, but not all.
The purposes for closed-ended questions include getting confirmation or verification, checking for understanding, and narrowing the seller’s responses.[Read more…]
In selling, these two words are often used interchangeably, as if they have the same meaning. They don’t. This is more than a matter of semantics. Many sellers truly don’t understand the difference - is it a proposal or presentation? Not knowing can leads to a lot of wasted time and wasted opportunities.[Read more…]
In a recent blog post, we challenged sellers to think about the questions they were asking to determine whether they were truly needs-based questions or actually products-based questions.[Read more…]
I’m excited to announce I’ll be part of this year’s Inbound Sales Day, a one-day virtual event exclusively for salespeople. On June 6, I’ll host a session in which I’ll share with you exclusive, new research on the state of sales.
"I'm currently in sales, but I'm not a sales person."
At a sales conference last week, that's how a young, professional woman introduced herself to me. When I asked for clarification, she told me she was too honest, too loyal and "too much about people" to every really be a seller.[Read more…]
Buyers question sellers' motivations. There's nothing we can do about that.
What we can control is our intent. We can check our motivations to sell and make sure we're not legitimizing our buyers' doubts.