Are You a Sales Chameleon? Avoid Objections

Chameleon Businessperson

It was like selling to the United Nations when I sold manufacturing technologies. The stakeholders and decision makers ranged from machinery operators to the C-Suite. Every level and department dressed and spoke differently. You sell to people from different departments at different levels within the same organization. Each has unique styles and lingo. Do you meet each stakeholder and decision … [Read more...]

The Heart of Successful Selling: Align Yourself with Your Customers’ Customers

Customer Food Chain Mapped Out

This morning, Daniele Moreschi asked me, “Do you have any tips on selling current clients more inventory?” Daniele's question inspired me to ask, “Why aren’t your customers’ customers buying more?” Last week, Dave Brock fired up a fantastic conversation about “The Essence of Selling”or purpose of selling. At the core is revenue creation. I made the case in my previous post that without … [Read more...]

How to Turn Business Nightmares into Positive Public Relations

Get me out of public relations hell

There are two approaches to business failures. Toyota blaming accelerator problems on driver incompetence is one way, and all too common. This is the worst method. … [Read more...]

Stop Selling & Start Succeeding

No Selling

When asked “What do you sell?” my answer is “I don’t sell, I develop relationships, many of which happen to turn into business.” … [Read more...]

My Best Closing Tactic

Business People Laughing

Getting people to laugh helped me close more deals than every other method combined. Steve and I were negotiating our first deal. He was pushing me to the wall for a big discount. First, I was unwilling to cut my price. Second; I didn’t need to, because he had already made the emotional commitment to buy, which was why he was pushing so hard. It got tense. You know the type of tense … [Read more...]