First Contact: What to Do, Why, and How to Get Better Results

November 5, 2011 by  | Leave a Comment Filed under: Sales 

Depending on the selling approach you’re using, you are closing between 6%-7%, regardless of size of solution or industry. These numbers are far lower than they need to be: so long as your primary focus is on making a sale and you focus on needs assessment and solution choice (factors which (read on...)



Selling With Integrity

November 1, 2011 by  | Leave a Comment Filed under: Sales 

What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees? I’d like to talk about what that means for me…and admittedly, I’m a hammer looking for (read on...)

9 Sales Steps That Influence a Buying Decision

November 1, 2011 by  | Leave a Comment Filed under: Sales 

The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions and buy-in issues that buyers must address before they can buy. Buyers live in a ‘system’ that maintains their Identified Problem (or ‘pain’) over (read on...)

The Differences Between the Solution Sale and the Buying Decision: Let’s Go to a Wedding

October 29, 2011 by  | Leave a Comment Filed under: Sales 

Let’s say you were going to a wedding. You had the gift, decided on the outfit, picked a time to leave to get there on time, decided to use your car rather than you’re spouse’s, because it was more comfortable. Then you had to plug in the directions to your trusty GPS (read on...)

Why Your Sales Cycle Is So Long (Hint: It’s Not About Your Solution)

October 29, 2011 by  | Leave a Comment Filed under: Sales 

Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy? Yes. It is easy. But not with the sales model alone. THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS The sales (read on...)

How Much Time Do Sales People Waste?

October 25, 2011 by  | Leave a Comment Filed under: Sales 

As sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, (read on...)

Forecasting Closed Sales: How You Will Know When a Buyer Will Close

August 9, 2011 by  | Leave a Comment Filed under: Sales 

As a sales manager, do you forecast sales that will close when your sales folks tell you they’ll close? As a sales professional, do you forecast which sales will close when your contact tells you they’ll be ready? Or when it seems to you they’ll be ready? How accurate have you (read on...)

Your Prospects Aren’t In Pain

July 26, 2011 by  | Leave a Comment Filed under: Sales 

When I hear sellers say that buyers have ‘pain’ I ask how long it would take them to get to the hospital with a broken arm. “Immediately.” Why? Because they’re in pain. But buyers don’t buy ‘immediately’ and have had their problem for a period of (read on...)

Provocation-Based Selling: Proving Pain Does Not Close a Sale

March 28, 2011 by  | Leave a Comment Filed under: Sales 

A friend sent me the Harvard Business Review article written by my hero Geoffrey Moore and two of his colleagues – Todd Hewlin and Philip Lay – titled “In a Downturn, Provoke Your Customers.” REALLY? BUYERS BUY BECAUSE THEY ARE IN PAIN? REALLY? I found the article ruefully (read on...)

Get Onto the Buying Decision Team on the First Call

April 1, 2010 by  | Leave a Comment Filed under: Sales 

My clients consistently close sales in a minimum of half the time it used to take them. Why? Because Buying Facilitation® gets them onto the Buying Decision Team on the first call, and they immediately being helping navigate the buyers through their often unknowable internal decision (read on...)

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