by | Oct 23, 2024 | Closing, Power Dynamics, Relating to The Buyer
Wouldn’t it be great if it were simple? Just read this article and you are all set. You will understand the essence, and you will be a great seller. But, as we all know, there is nothing about learning to sell that is tied up in a neat little bow of catharsis. The...
by | Oct 14, 2024 | Sales Leadership, Sales Learning, Sales Team Dynamics
We have all sat through bad meetings. Many of us have also been meeting planners and have spent time trying to find and mold content to fill up a meeting. There are important and foundational activities that sales leaders can use meeting time for that will help drive...
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...
