The Risky Business of Second Chances

The Risky Business of Second Chances

The Risky Business of Second Chances   How to Succeed First Time Out   Those of us who sell for a living generate interest in prospects by uncovering their “issue” and offering a tailored solution. Those who do advanced research and use a solid questioning process book higher sales. Seems simple enough, right? The life blood of your business boils down to one singular…

Five Actions To Take When Even Enthused Prospects Don’t Return Calls or Emails

Five Actions To Take When Even Enthused Prospects Don’t Return Calls or Emails Ever finish a sales presentation, and the prospect says, “Great presentation! Your solution is a perfect fit for our current issue. Call me next week so we can discuss next steps.” Your confidence soars. You’re so pleased that all the time invested on researching the prospect’s situation will pay off. Excited,…

The Simple Secret to Selling to the C-Suite

The Simple Secret toSelling tothe C-Suite Nearly every client engagement or workshop I conduct attendees want to know the secret to getting in at the C-suite level in prospect organizations. I have to admit, I’m pretty good at this, but my approach my surprise you—there is no silver bullet. First let me say, not every product or service requires you to enter companies at the…

When Fast and Furious Misses the Mark

  WhenFast and Furious Misses the Mark       On a recent client assignment, I was asked to determine the effectiveness of my client’s sales team. The firm is regarded as a leading retirement advisory practice that has succeeded quite well over the last ten years. But a small crack was beginning to form in its veneer. Margins were shrinking due to a…

Do You See What I See?

  The Fallacy of Believing Your View of Prospects       One message I continually emphasize: Build your value proposition around what your target prospect values, not what you “think” he values. You must know precisely what the prospect values before you attempt to create a marketing or sales strategy, or line up resources, to win the sale. It’s easy to say value…

Tough to Close Complex Sales? It’s Your Thinking.

Complex selling, over the last decade, jumped out of its traditional skin and into a more progressive and personalized style that more closely parallels how prospects like to buy. When an organization or an individual deals with a complex product or service, they undergo a process, not a single event. That’s why it is essential to adapt the marketing and selling process to match…

Price is What You Pay, Value Is What You Get

Who can argue with Warren Buffet? His legendary ability to get to the point is enviable. . .value is what you get. What prospects look for is value in all forms. In the end, it’s not at all about price. And if you think it is, keep moving. The critical importance of a strong value proposition is one of my recurring themes in effective…

The Shocking Truth About Your Sales Process

Several years back, a national consulting organization was ready to close a complex sale with a major prospect. A lot rode on the sale because it would put the organization on the map from a client referral standpoint. The consultant handling the sale, a man I’ll call Bill, believed he had every reason to win the deal. In fact, he was extremely confident about…

An Insider’s View of World-Class Sales Organizations

How to Know What They Know The Dow hit an all-time high three days in a row this week, and now stands at 14,329.49 on Thursday, March 7. With this, and upbeat hiring reports, record car sales, promising housing starts, things look far sunnier than the cloudy uncertainties of the past five years. (more…)

How to Knock an Incumbent Out of the Ring

What I’m about to share is what you need to bring your incumbent to his knees. Read on. Put the gloves on, and get comfortable. Companies typically compete on Price, Product or Service. If they are smart, they develop ways to compete on talent, information, research and development, value add, ease of doing business, return on investment to the client, plus many other key…

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