Assume that your competitor has spent more time with your dream client than you have. Assume that they got there early. Assume that during that time, your competitor has developed deeper relationships with stakeholders at different levels within your dream client’s company. ...
I bought a new telephone. I liked it so much that I bought a new tablet from the same manufacturer. But the tablet didn’t ...
Salespeople (and their leaders) ask me what they can do to be more compelling. By that they mean how can they motivate their ...
Staking out that trusted advisor, Level 4 Value Creator™ position requires that you do more than sell your client what they ...
If you want to create a higher level of value for your clients, you need business acumen and situational knowledge. You need ...
It’s impossible to be a Level 4 Value Creator without owning the outcomes that you sell. Your clients expect you to be ...
Being a consultative salesperson and a trusted advisor requires you to be proactive. Being proactive creates greater trust, ...
Caring is at the heart of consultative selling. Transactional selling models are built on not caring. This is why they often ...
If you want to move from transactional to consultative, here is where you start.
Anonymous says, “I am not good at gaining rapport. I need to be better with people.” I don’t have all of the answers, but I ...
You might believe selling is more difficult now than it has been in the past. And for many reasons, it is. Here are four big ...
Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
Your Contact Leaves: Is there anything worse that developing an opportunity, getting it right up to the line, and then ...
Any opportunity scheduled to close on March 31st, June 30th, September 30th, or December 31st should be removed from your ...
The primary reason insight-based selling is so hot right now is because there is so much latent dissatisfaction. It’s ...
I am sure I have written about Aikido a half a dozen times here before. I practiced for a year and half until I damaged my ...
At a Toastmasters meeting, I was given two minutes to give an extemporaneous answer to the questions: “Who is your hero? And ...
What you believe has a way of manifesting itself in your life.
There is an old saying that as a customer you can choose no more than two of these: better, faster, cheaper.
