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Objection is a funny word as it’s applied to sales. The buyer objects to your price? Not really. The buyer has an objection to your product features? Not really. Your buyer doesn’t care enough to object. “I object!” The trouble with using the word “objection” is that it doesn’t accurately portray the buyer’s perspective. Objection […]
2 min read - September 22, 2021
Building Connections
How do you build rapport with a prospect? Rapport is a central element of establishing a trusted-based connection with a buyer. Sometimes empathy is used as a synonym for rapport. However, I believe that empathy actually is a necessary prerequisite to rapport building. Whereas empathy is the ability to understand or share the feelings of […]
2 min read - September 16, 2021
Reject Complacency
Complacency is a killer in sales. I came across this piece of art in Rockefeller Center on a morning walk with my wife. It’s Jaume Plensa’s “Behind the Walls,” part of the Frieze Sculpture public art installation. It’s a powerful piece in person. It forces you to stop and think. What are each of us […]
A great discovery call can mean the difference between losing and winning the deal. In fact, every meeting with a prospect should be a discovery call, and the top reps know this. They take every opportunity to better understand their buyer and unearth the challenges they don’t want to admit even to themselves. Watch this […]
2 min read - September 13, 2021
Let Your People Sell
Sellers aren’t robots. Or workers on an assembly line. No matter how much certain sales bosses like to think they are. Peter Drucker was one of the greatest business thinkers. One of the things he is most known for is his theory of autonomy. He believed that knowledge workers, a term he first coined in […]
2 min read - September 8, 2021
Learn Slowly
For better sales results don’t train fast. Learn slowly… I was thinking about the ways most organizations invest in sales training. Which tend to be events. Hire a Keynote speaker for an hour-long talk at your SKO or ASM. Bring in an expert to conduct a half-day training seminar. Retain a trainer to conduct a […]
2 min read - September 2, 2021
The Readiness Gap
Sales analysts like CSO Insights have been reporting for several years that the percentage of sellers hitting quota is dropping in B2B sales. We’ve all heard that the number is roughly 50%. You might think that this situation would inspire a change in how quotas are set. However, I don’t see sales leaders changing how […]
People will tell you that buyer’s remorse is a perfectly normal reaction on the part of your customers. If you buy that then I promise you’ll experience some remorse yourself. Buyer’s remorse isn’t necessary. And it’s certainly not inevitable. According to one definition: ‘Buyer’s remorse is an emotional response on the part of a buyer […]
Here’s a question for you: Are you speaking a language that your buyers comprehend? Sales is a unique form of communication. In fact, if you carefully think about it, Sales is its own distinct language. Its lexicon consists of words and phrases (often scripted.) And, it’s how these words and phrases are strung together that […]
1 min read - August 9, 2021
Express Yourself
“Express yourself!” That song was part of the soundtrack of my teen years. From Charles Wright and the Watts 103rd St Band. Check it out on Spotify. Sales is a form of self-expression. Every sales interaction you have with a buyer is an opportunity to communicate something important about yourself. Your values. Your character. Your […]
Every seller possesses their own unique way of selling. If there are 2 million B2B sellers in the US, then there are 2 million unique sales methods that are being practiced everyday. What’s your personal sales method? What 5 words would you use to describe your personal sales style? Are you process-oriented? Data-driven? Intuitive? Creative?Empathic? […]
In the fairy tale we all heard as kids, Goldilocks famously found the balance between her porridge being too hot or too cold. Sellers are similarly challenged to strike the right balance between being less than confident and overconfident. Failing to find this balance can lead to unpleasant encounters with the Three Bears of sales: […]