by | Nov 22, 2024 | Discovery, Preparing To Win, Presentations, The Buyer's Mind
In this post I am going to spend more time talking about discovery. I rarely stay on the same topic for two posts in a row, but there is so much to talk about when it comes to discovery. Discovery is what makes or breaks your ability as a seller to be influential. It...
by | Nov 8, 2024 | Discovery, Relating to The Buyer, The Buyer's Mind
Basic curiosity is one of the best tools for improving your outcomes in sales. If you want to be great at sales, nurture your curiosity. Like any other muscle, it needs work. Read, watch, listen, observe the world, and think about how one occurrence or situation has...
by | Sep 27, 2024 | Closing, The Buyer's Mind, Value Selling
I’d like to start with an almost certainly apocryphal story about one of the first people to invent a pocket sized electronic calculator, and his visit to an accounting convention. The truth of the existence of the story is much less important than the takeaway from...
by | Sep 11, 2024 | Discovery, Relating to The Buyer, The Buyer's Mind
“You have to sell the bucket before you fill the bucket” — Lou Paskalis, former SVP Marketing at Bank of America — He was referring to the idea that you have to sell the need for something before you sell the solution to the need. The idea is a simple one, but it...
by | Aug 21, 2024 | Discovery, Power Dynamics, The Buyer's Mind
In previous posts I have written about what I call “The Switch Points”. These are the points in time in sales interactions where we switch from a more social interaction to a more business focused one, or from introductions and greetings to the more formal part of the...
by | Jul 18, 2024 | Closing, The Buyer's Mind, Urgency
We no longer exist in a world where closing tips and tactics have much of an effect, at least not when it comes to B2B sales. This is due to information availability, information parity, and the proliferation of buying committees and procurement processes. In other...
