Pay-off: Improved outcomes when talking to people Investment: 4 minutes You may already be familiar with how to pre-empt objections in conversation but do you use this opportunity-creating conversational approach fluently, consistently and successfully? Regardless of your experience, this post should help you open more valuable opportunities in your work and life more consistently, and …
Pay-off: Avoid having to wrestle with objections Investment: 4 minutes There’s lots of advice out there on how to handle sales objections. In my opinion much of it is ineffective or unnecessary and could backfire. Why fight uphill? The way I see it, ‘objections’ aren’t the major problem here. The advice on how to handle …
Pay-off: increase the chances of a second sale Investment: 4 minutes This is another one I’ve been asked about recently by professional service consultants keen to secure more work with their clients. It’s one thing selling in your main solution. But how do you connect that to further business? How do you set things up …
Pay-off: prevent pushing clients away Investment: 4 minutes The final post in a series of four about the types of people whose approach to sales may appear to work, but will probably cost them sooner or later. If you identify with any of these, read up, and plan accordingly. So far we’ve looked at: the …
8 types of people whose sales ability could seriously cost them (part 4) Read More »
aka how to build a win:win BD ‘system’ Pay-off: a reminder on getting balance in the world of BD/sales Investment: 4 minutes Meet the ‘takers’ No one likes a pushy person do they? Our radar is always on for people who are out for themselves, or as Adam Grant refers to them in his excellent …
8 types of people whose sales ability could seriously cost them (part 3) Read More »
Simple. Be ‘pully’. Do all you can to get alongside your customer. Get up on the platform with them. Scope out the scene with them. Define and agree on the problem. Consider your options, side by side. Then, alongside them, “pull” the right solutions in. Simples.
Pay-off: become better at steering others towards action Investment: < 2.5 min You’ve no doubt heard that people buy emotionally and justify with logic. Another way of looking at it is that logic makes us think and emotion makes us act. What do you want your customers to do? Think, or act? You’re probably rightly …
..and help your customers do the same Pay-off: get clarity on where you’re heading and what could derail you Investment: 6 mins (3 min if you’d learned to speed read) I’m going to share perhaps the simplest but highest impact (vs investment) method I’ve ever come across for getting what you want, and avoiding what …
Pay-off: you don’t need to argue if you do this Investment: < 3 mins (1 min if you’d learned to speed read) You’ve surely heard that one of the best ways to convince someone of something is to make them think it was their idea. But why not go a step further and get them …
