Your competitor isn’t always beating you because they have a better product. Often, they have a better sales offering. Sometimes they respond faster. Explain better. Follow up consistently. Make buying easier. Remove friction. Keep their promises. Or they do all six—or, more likely, a combination of some of these. Sales is rarely just about what
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If you just accept what the customer says you aren’t adding value. Challenge the customer. Push back. Respectfully. Let’s unpack that. Challenge the customer: being agreeable isn’t the same as being useful “I want a drill.” “Sure, here.” “Jaza tank” “Sawa, nifungulie.” “I want a Money Market Fund.” “Sure, fill out these forms.” Yes, I
#b2bsales, #challengethecustomer, #customerinsights, #salescoaching, #salesgrowth, #SalesLeadership, #SalesStrategy, #salestips, #valueaddedselling
Awareness & Education: "The Problem", Sales Strategy & Process
What does it take to write a weekly blog for years? The same thing it takes to thrive in sales: patience, discipline, persistence, and a willingness to face rejection. Writing and selling are remarkably similar. This article is the 151st in the writing of Sales Pitch! It makes me reflect. Did I know what I’d
#b2bsales, #salescoaching, #salesdiscipline, #salesgrowth, #salesmindset, #salespersistence, #salespurpose, #SalesSuccess, #writingandselling, Creative writing, How to become a writer
Awareness & Education: "The Problem", Sales Mindset & Skills
Selling is not tricking—it’s helping. It’s selling with integrity. Today I’ll play Agony Uncle and respond to some queries and feedback I’ve received over time. “Your tricks work” I’m sad. I’m sad because I have been misunderstood. You see, I have been excitedly told by some ardent followers of this blog that they have used
#b2bsales, #salescoaching, #salesethics, #salesgrowth, #salesmindset, #salesskills, #SalesSuccess, #sellingwithintegrity, #trustbasedselling
Awareness & Education: "The Problem", Sales Mindset & Skills
Chances are that marketing has already made the buyer attracted to the possibility of a friendship. But selling is a friendship with benefits. What she now wants to know is, “What benefits accrue with the friendship?“ To begin with, it’s not about your product. It’s never about your product. And just so we are clear,
#b2bsales, #buyerneeds, #customerbenefits, #salescoaching, #salesgrowth, #salespsychology, #SalesStrategy, #SalesSuccess, #sellingisafriendship
It is the seller’s job to remove the jagged edges in communication, creating a warmer relationship with the buyer and making the sale easier. Custoommunication is a complicated thing. Even when you correctly hear what the other person said, it may not be what they meant. Effective customer communication means learning to decipher the meaning
#active listening, #b2bsales, #customercommunication, #customerinsights, #salescoaching, #salesgrowth, #salespsychology, #SalesStrategy, #SalesSuccess
Awareness & Education: "The Problem", Customer Psychology, Relationship Building
Internet age selling requires a fundamental shift. It’s not Uber that’s the ‘enemy’; it’s the Internet dummy! Parity access to information fundamentally changes how selling is done today. We are in the Information Age. Insisting, “This is how I’ve always sold and it’s always worked,” just won’t cut it. Analogue and digital are terms bandied
#b2bsales, #digitaltransformation, #internetageselling, #modernselling, #salesadaptation, #salescoaching, #salesgrowth, #SalesStrategy, #SalesSuccess
Awareness & Education: "The Problem", Internet, Sales Strategy & Process
With intense emotion fused into the day, logic is suffocated, need becomes craving, and price is deemed irrelevant Valentine’s Day selling teaches powerful lessons. Learn how emotion, preparation, and understanding pressing needs can transform your sales approach. Pause. This is a sales column, not a relationship one, so let me stick to the point. What
#b2bsales, #customerneeds, #emotionalselling, #salescoaching, #salesgrowth, #salespsychology, #SalesStrategy, #SalesSuccess, #valentinesdayselling
Your buyers can afford wallowing in the January blues; you can’t. Snap out of it! Use the 3Ps—Prospect, Patterns, and People—to jumpstart your sales and turn a slow month into a productive one. Perhaps the only active sales in January are back-to-school shopping, fare-paying passengers travelling back to the city, and the crooked traffic cop
#b2bsales, #internalcollaboration, #januaryblues, #prospecting, #salescoaching, #salesgrowth, #SalesPlanning, #SalesStrategy, #salestips
Awareness & Education: "The Problem", Sales Strategy & Process
Statistics are an amazing thing-they show you what you want them to. The year ahead promises to be exactly the type of year you believe it will be. The operative word here is believe and your sales attitude is the filter that determines what you see. . There will always be two kinds of salespeople.
#b2bsales, #salesattitude, #salesbelief, #salescoaching, #salesgrowth, #SalesLeadership, #salesmindset, #salesmotivation, #SalesSuccess
Awareness & Education: "The Problem", Sales Mindset & Skills