What is important to your buyer?

Do you know? If not, chances are it is either because you did not ask, or you did not really investigate when you did. Instead you focused on what is important to you.

This is folly! Avoid these thoughts at all costs. The sales process, and your prospect, could care less what is important to you until you have shown that you understand what is important to them. You will struggle to be seen as a trusted advisor in any realm if you have not first established that you are able to understand the problems your prospects and clients face. It does not matter how much you know. It matters how much people think you know. (more…)

New site, new blogs, new focus, all should be expected from a seller of the new

Focusing on helping sale people was what got me into blogging in the first place. This was a transcendental moment as it helped further my career and understanding of Sales 2.0 technology and practice. Being a Web 2.0 aficionado, it was only fitting that I took to the  many new concept and tools that made for best practices in modern day selling. (more…)

Guest Blogger Sharon Drew Morgen – HELPING BUYERS DECIDE

We have a new guest blogger in the ranks and while our worlds are different, her words ring true throughout the sales world.

One of the aims in sales, lately, is to help buyers buy. Unfortunately, we in sales continue to focus on selling a solution. And when we say we want to ‘help buyers buy’ that means we want to make it easier for them to make a purchasing decision and choose our solution.

But sales treats a need as if it were an isolated event. We haven’t been trained to realize that ‘needs’ arise in our buyer’s environments as part of a tangle of other issues that are going on. So a team building program is necessitated by a merger, by team members from disparate cultures joining together, by folks being laid off, by people being resentful they have been given new jobs, etc. Until buyers either resolve or garner buy-in from, the internal issues that necessitated the ‘need’ and hold it in place daily, they cannot bring in a solution without disrupting the other elements. And the time it takes them to do that is the length of the sales cycle.

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An amazing opportunity from Tibor Shanto – The Ultimate Appointment Making Workshop

#sales #toronto

The Ultimate Appointment Making Workshop rides again. If you follow the blog you know I rarely promote other people’s events. Even the Sales Bloggers Union rarely gets a plug on my site, since most of what they focus on is not for the Sales Evangelist. That said, here is one serious exception.

Tibor, from Renbor Sales is one of my mates in the Union. He is brilliant, as are the rest of my colleagues, and here is an event anyone in the Toronto area who wants to improve their selling prowess should attend.

374 South Service
Oakville, Ontario L6J 2X6

CLICK HERE TO REGISTER

Sales Training – The power of no and how to use it

Yes we can, yes we can, yes we can. Sounds just plain awesome does it not. How can you lose with such a credo and mantra? Well if you are in sales you can lose and lose big. Sales people that say yes to their prospects instinctively end up in trouble. They lose credibility quickly if they say yes too often, and credibility is essential to build relationships and win sales.

There are two parts to this: (more…)