Category: Buying Process

Seller Beware

Seller Beware

In the pre-Internet days people used to say, "Buyer Beware." Companies were in control. They set the price. They educated the buyers. They negotiated from a position of power. That's not the case anymore. The tables have turned. It's "Seller Beware."
Start With How, Not Why

Start With How, Not Why

Simon Sinek argues in Start With Why that "People don't buy what you do, they buy why you do it." I disagree. People buy the how, not the why.
3 Questions to Ask Before Responding to a RFP

3 Questions to Ask Before Responding to a RFP

Request for Proposal are onerous and time consuming, and the win rate is abysmal. If you're going to respond to RFPs be sure you will win. Ask these 3 questions before responding to any RFP.
Breaking Buying Habits

Breaking Buying Habits

The greatest obstacle to sales is indifference. Your customers are on autopilot, and make decisions out of habit. Break their buying habits to consider new ideas and your services.
Demand Generation: How It Works

Demand Generation: How It Works

Demand generation is a process. It starts with understanding how your clients buy, and developing strategies to be their first choice when they have a need for your expertise.
Short Circuit The Sales Process: Lead With A Hypothesis

Short Circuit The Sales Process: Lead With A Hypothesis

Lead with a hypothesis. You don’t have time to ask a prospect how you can help them. They expect you to know the answer before you even start.
Feed The Buyers’ Information Needs

Feed The Buyers’ Information Needs

When your clients are looking for information about your products, give them everything! Internet research is a common step in any major purchase, and your clients research to help them get informed and mitigate their buying risks.
Complete The Sale In The ‘Closing Room’

Complete The Sale In The ‘Closing Room’

Nordstrom’s sales associates are amazing closers. What makes them so effective is you don’t even realize you’re being sold to. One of their secret weapons in the Closing Room.
Overcoming Sales Objections

Overcoming Sales Objections

Sales people claim to lose a deal for 3 reasons: price, features, reputation. But these are superficial reasons. To avoid objections stop selling, and start facilitating.
The #1 Sales Obstacle: INACTION

The #1 Sales Obstacle: INACTION

The number one obstacle in every sales cycle is inaction. Often it’s easier for customers to delay or cancel a project than commit to it.Inaction is a common element in the buying process, and sales people must be aware of it and manage it. Otherwise, sales will be needlessly lost.
Business People Who Sell

Business People Who Sell

Customers don’t want sales people, they want business people who solve problems.Who has time for slick talking, no substance sales guys? No one. Who has time to spend countless hours golfing, lunching and socializing? I can’t think of many. As Tim Sanders related on his blog, "Don't invite me to lunch if you want to sell me something. Set an appointment at my office to come pitch me if you really want my business!"
Differentiate With Your Business Model

Differentiate With Your Business Model

A lot of marketing is misguided, because it focuses on explaining what a company does and its service category. ...

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Jeremy Miller

Top 30 Brand Guru

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