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.
Category: Sales
Sales And Marketing Are One
Sales and Marketing are one in your customers' eyes. The challenge is sales and marketing are functionally very different roles. To create consistent client experiences, get your entire leadership involved in business development.
What’s in a Community? Relationships!
Sales is based on relationships. Your customers won’t buy from you unless they like you, trust you and find you credible. But the challenge is relationship building is time consuming. Community building changes this dynamic, and enables you to scale your network far beyond traditional means.
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
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!"
2 Strategies To Market Commoditized Services
Professional services firms are under exceeding pressure to stand out and compete. For example what differentiates ...
Sales Training Programs Are Outdated
It’s time for sales forces to find a new playbook. The sales training programs available in the market are showing ...
When To Fire A Client
Saying "no" is hard. Saying "I don't want your business anymore" is even harder. Firing clients is delicate and ...
Making Your Customers’ Shortlist
One of the great challenges of the information age is information overload. We have access to too much information ...
Sales Quotas Aren’t Hit On The Golf Course
There used to be a time when selling was a social activity. Sales people tracked their clients’ birthdays and ...
Don’t Wing It
It baffles me when people try to "wing it."
I see it all the time. Job seekers show up to an interview, and they ...
Sales Don’t Grow Businesses, Innovation Does
There's a prevailing attitude that "sales driven" companies are superior. I know I held that belief for the ...
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Jeremy Miller
Top 30 Brand Guru
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