I’ve sat in countless meetings where clients were unable to specify what they were looking for and made the mistake of “spray and pray” – throwing ideas at them and seeing which ones would stick. For those of you who have done that before, you know how ineffective that can be, not to mention, detrimental […]
Read more...“Discover their Pain!” screamed the sales trainer, who was generations my senior. Back when I first started in sales, “Pain Selling” was he norm, and most practiced approach. For many it worked wonders – at least those sales executives transformed from transactional product-pushing towards diagnosing and consulting the client. For others, the pain-selling approach still […]
Read more...So you have a great offering and you invested in a sales team – how do you ensure their success? Most organizations invest in sales training – which is wise to invest in your revenue engine. Like most investments – there is no guarantee on return – which is understandable. Regardless – how can we […]
Read more...Let’s face it – the world is going through a crisis, and so is the global economy. During these challenging times, we see how people are dealing with uncertainty. People are hoarding supplies from supermarkets, while on a macro level, there was even a news report from Bloomberg that the USA government pirated […]
Read more...Did you ever hear people say “First impressions are made to last?” Well, they are very right to say so. Quite often, I see very intelligent professionals do not get the time and respect they deserve from others, simply because of the initial impression they made. I remember one time I was at a business […]
Read more...You ever wonder why some clients who definitely need your product, are not buying your product? We’ve all been there before – we meet with the client, who definitely has a need for our offering and after our meeting, we expect the deal to close. Yet, no deal ever gets signed. Why is that? Well, […]
Read more...Noticing the way we speak to clients is critical – and the way we speak to others is not only limited to our mouth. We also communicate with our body language. Imagine a person who is very confident in a meeting – what would that person look like/sound like? How about a person who is […]
Read more...One of the biggest fears people have it speaking in front of an audience. Whether it be public speaking, making a presentation or delivering a sales pitch – the moment we stand up in front of those whom are sitting, our fear appears. I’ve heard people say that public speaking is more frightening than bungee […]
Read more...Pitching to clients can be unpredictable – you never know what they’re going to say, how they will respond or the way your pitch is going to land upon them. That’s OK – focusing on what we cannot control will not give us answers or help us in that moment. So what can we do […]
Read more...All too often, we pitch to clients our offerings – our solutions, services, products, etc. Yet, we don’t take a moment to pause and think to ourselves – “How does this make our clients want to buy it from us?… Why would the client need to purchase this right now? What would compel the buyer […]
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