by | Jun 7, 2024 | Power Dynamics, Presentations, The Buyer's Mind
Taking control of a meeting is not easy. Many sales books talk about how important it is to keep control of encounters. Very few talk about how to do it. Emotional IQ, and perceptiveness of the buyers’ emotional states at any given time go a long way to giving sellers...
by | Mar 7, 2024 | Presentations, Relating to The Buyer, The Buyer's Mind
It has been drilled into us that differentiation is the key to success. There are many books and articles written on the subject, including Jack Trout’s ‘Differentiate Or Die’, which, dramatic as it sounds, is a good read. The issue for sellers is that your buyers...
by | Jan 10, 2024 | Discovery, Presentations, Urgency
How many times have you heard a sales manager ask about next steps? “What are the next steps?”, “Did you cover next steps?”, “Are there actionable next steps for this client?” You may even be the one asking that of people on your team or even of clients directly. Next...
by | Oct 18, 2023 | Presentations, Relating to The Buyer, Storytelling
There is a well-known dichotomy in academics and the professional world between scientific pursuits, and humanitarian, or social science based, or artistic pursuits. The arts are creative, and the sciences are technical. But where does that leave sellers? More than...
by | Sep 22, 2023 | Power Dynamics, Presentations
Let’s be clear off the bat. There is no replacement for an in-person meeting. Body language queues, intimate interaction, and the social components of an in-person, face-to-face encounter, cannot be duplicated on a video call. However, the world has changed. Clients...
