Tips for Sellers

Selling To Teams:  Lessons From Sport

Selling To Teams: Lessons From Sport

Some organizations don’t do team work very well. That is a problem…

In Search Of The Number 1 Sales Question

In Search Of The Number 1 Sales Question

The search for the most powerful sales question is ongoing. The objective,…

Selling Higher: Your Essential ‘C Level’ Glossary

Selling Higher: Your Essential ‘C Level’ Glossary

The reality is that today’s more business focused senior buyers talk quite…

Why A Swiss Army Knife Won’t Help You Sell!

Why A Swiss Army Knife Won’t Help You Sell!

Your believe in your product means that you don't hold back in making claims about its features and functions. However, there is a point at which that can become counter-productive. In selling to today's more skeptical buyer it often makes sense to tell what you product won't do too.…

Measuring Success: In Search Of The Ultimate Sales Metric

Measuring Success: In Search Of The Ultimate Sales Metric

In search of the ultimate sales metric to measure the quality of the sales experience for the seller and buying process alignment.…

Strategies For Identifying Hidden Requirements

Strategies For Identifying Hidden Requirements

Strategies you can employ to powerfully connect with the buyer's hidden agenda. That is the 'un-written' buyer requirements and their more fundamental underlying motivations that can make the difference between sales success and failure.…

How Well Are You Selling Change?

How Well Are You Selling Change?

Your customer's fear of change could lengthen the sales cycle and maybe even jeopardize the sale. However, if handled correctly it can be an ally in winning the sale.…

Sellers:  Are You A Control Freak, or A Puppet On A String?

Sellers: Are You A Control Freak, or A Puppet On A String?

There is a lot of talk of taking control in respect of selling. But is taking control always possible, even desirable? …

The Perils Of Misreading The Buying Process

The Perils Of Misreading The Buying Process

Misreading the buying process is easy for sellers to do, but it can be costly. It happens because of gaps in the seller's knowledge of the steps, paperwork, review points, information requirements and so on.…

The Customer’s Hidden Agenda

The Customer’s Hidden Agenda

What if your needs analysis is only scraping the surface? It may be effective in capturing a detailed list of product requirements and functional specifications, but that is not enough. Too often the buyer's more fundamental underlying needs and motivations remain hidden.…

Sellers: Don’t Wimp Out Because Of Their Process!

Sellers: Don’t Wimp Out Because Of Their Process!

Don't get paralyzed by the buyer's process. Don't let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don't cast aside the basics of either solution selling or relationship selling.…

Selling To The Buyer’s Primary Ratio

Selling To The Buyer’s Primary Ratio

Are you connecting with the number one metric used by CFOs and…

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