More often than not, sales skills development and sales training workshops will focus on training the sales person to illicit certain information and verbal ‘signs of commitment’ from the prospect. Whilst this is part of any sales process, the verbal signs of commitment on their own are cheap and in some instances totally pointless…instead the… Continue reading Testing the Strength of Referral/Third Party Relationships
If your sales team aren’t closing the business they should, then it most likely means they’ve failed to ‘open’ correctly. One of the key questions that every sales person should ask of the buyer is this: What stage are you at? This is vital: without this, the conversation may have meaning and relevance, but no… Continue reading The ONE Sales Question You Must Ask
I have been a fan of Matthew Dixon and Brent Adamson for a very long time – ever since reading their book ‘The Challenger Sale‘ – It’s a great read and will be of special interest to anyone who wants to build a distinguished (yes, I use that word deliberately) and productive sales team. In… Continue reading Disrupt the Buyer’s Thinking or Stay at Home!
Marlon Brando refused to learn his lines. As Sky Masterson in ‘Guys and Dolls’ he infuriated Frank Sinatra to such a degree that, if rumour is to be believed, they only ever spoke with each other through intermediaries. Brando said he thought that the audience didn’t deserve a canned performance, the audience deserved to see him grappling… Continue reading Rehearse My Sales Pitch? No…I Know What I’m Doing…
If you can’t describe what your product or service will do to improve the business position of your prospective buyer in under 2 minutes then you need to rethink. If it takes you longer than 2 minutes to explain then one or both of the following are happening: You don’t understand your business well enough You… Continue reading The Simplest Sales Solution
Not because your sales pitch is boring, or irrelevant. I am sure it’s neither of those things. But, let me ask you this – are you lulled by the comforting words you hear coming from your mouth at the beginning of a pitch? Perhaps nearly word for word-perfect from the last time you pitched? Is… Continue reading Your Sales Pitch Maybe Sending YOU to Sleep