We're worried about the relationship that we're trying to build. We're worried that the person's going to get upset with us.
The right time to talk to a salesperson: It's the disqualification that you have to be able to do early, especially given that we know most of our buyers would prefer to do their research and everything else online before talking with a salesperson.
Most buyers prefer to do their research online before talking with a salesperson, and digital transparency is becoming increasingly important. When Kenneth Burke was looking for a product, he did his own research and asked for referrals, then had a...
It's one thing to be able to sell to someone when we know that they're coming to us with a particular problem. But as Daniel Pink wrote in his book, To Sell is Human: "Our job is helping them uncover those problems that they don't know that they...
Kenneth Burke and I connected when I went on LinkedIn and saw him share some of his buying experiences. Kenneth is the VP of marketing for Text Request, a business messaging platform. And if you follow him on LinkedIn, you know he just put out some...
Tiffany Lyman Otten joined me last month to share her good and bad buying experiences. And yes, she brought it! Tiffany is the Head of Marketing for The Future of Protein, an un-agency owner specializing in fractional marketing leadership and...
Believe it or not, buyers want to buy your solution. And for the most part, buyers have an idea of what they need and how to get there because they have goals in mind.
How do we coach our sellers for success in a down and tough economy? Well, first, we need to address how buying behavior has changed. And what must we do to sell accordingly with that change?
In his book, The Science of Selling, David Hoffeld...
Of course, we need to have ideal customer profiles today. But how do we need them? And what do we need to include in them? Are there some questions that we need to address?
Now I'm sure that you've all had that experience with someone, you know, that person. The one who asks you many questions, but they interrupt you before you’ve started to answer the question. Then they tell you about themselves, their experience,...
