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...]
Don’t be a Sales Zombie, Ditch the Sales Tricks
What’s your trick for overcoming objections? or What’s your best closing trick? Questions like these plagued me for years like the Masque of the Red Death. Salespeople haunted me for quick tricks that do not exist. Sales tricks are an illusion. Questions that manipulate your customer to say yes or agree with you are tactics that eventually fail. Some people may fall for these tricks, but as … [Read more...]
ABN: Always Be Negotiating© – #Sales Tip
When does negotiating begin? Does it start at the end of the sale or earlier in the opportunity? Like most of you, I was trained that negotiations happen at the end of the sale, just before the close. Contrary to this axiom, I always believed negotiations begin at the beginning of the buying process. Is your prospect drawing you in? One morning 30-years ago, an inbound caller requested … [Read more...]