Paint a Picture
We are visual beings so creating a visual is very effective to sell your solution. We all have a value proposition that we think sounds fabulous but how does that translate to your buyer in their...
View ArticleTrick or Treat
In honor of Halloween… If you think about it for a second, every buyer is like a kid knocking on a door at Halloween. Will there be a trick or a treat when they get there? When you make your decision...
View ArticleEveryone loves a great story
If we know this is true, then why don’t more of us tell stories instead of old fashioned selling? No one really wants another “sales pitch” but people are always hungry for a real life story about how...
View ArticleMake it interesting
If you can make your sales process interesting then you have a better chance to connect and add a personal element to the opportunity. Otherwise, I think the sales 2.0 folks are correct and I would...
View ArticleDon’t be afraid to have a conversation
In a former company, we had all employees literally tape this message “Talk don’t email” on their monitor as a reminder to pick up the phone versus bang out another impersonal email. The same thinking...
View ArticleGood old fashioned sales
It’s one of my all time favorites, Tommy Boy. Two really funny guys acting out a parody on selling, but nonetheless packed with many basic sales lessons: 1. Survival mode tactics 2. Dealing with a...
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