Are You a Sales Chameleon? Avoid Objections

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

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...]

Are Your Prospecting Results Disappointing?

Are you struggling with prospecting? My last post, “Stop Selling and Start Succeeding” was about relationship selling for sustainable, profitable sales results. Building quality relationships is a step-by-step process. The first step is prospecting, and getting it right is critical. … [Read more...]

Stop Selling & Start Succeeding

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...]

The Nuclear Bomb of Sales Responses

No is a power word. No is inflexible. No is final. No is a relational nuclear bomb. No painted me into corners of embarrassing finality. Saying no without sticking to my guns always weakened my position and eroded my customer’s confidence in me. A blunt no hurt negotiations, killed deals, and damaged relationships. Adversity to buying is the common climate of the sales environment. How we deal … [Read more...]