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 | 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 | Jun 21, 2024 | Power Dynamics, Relating to The Buyer, The Buyer's Mind
In Oren Klaff’s very informative book “Pitch Anything” he asserts that any two individuals have perspectives, and often different ones. These perspectives govern how they each see a particular situation or thing. These perspectives, or frames, cannot coexist because...
by | Mar 20, 2024 | Closing, Relating to The Buyer, Urgency
We live in a world where sales is becoming harder; real sales, the kind where you truly influence the outcome. Truly influencing deals is getting harder because information is becoming ubiquitous. Buyers all read the same things, think about problems in the same way,...
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 | Dic 14, 2023 | Discovery, Pipeline, Relating to The Buyer
How many cold calls, messages, and emails is one referral worth? I wish I knew the exact answer to that question, but I don’t. What I do know is that the answer is ‘a lot’! Referrals are incredibly valuable and many many salespeople either don’t ask for them or don’t...
