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,...
Everyone wants to improve discovery calls, which I love because I often say that the close starts when you say hello. In fact, it begins a lot sooner than that when you consider how much research buyers are doing online.
These are my best tips for researching, having better discovery calls, and engaging with your buyers in a way they'll find valuable to them. So, how should you research your buyers before engaging?
How do you prospect in a #BuyerFirst way? Well, the first thing I'll tell you is you've got to do the research beyond the industry they're in or their current role.
This post is Part lI of a two-week series about garden tips that can help salespeople, leaders, and business owners.
What are some of the most common things salespeople say and do that turn off their buyers? And what's really happening inside your buyer's mind when you do and say them?
Tonya Bjurstrom and I had a fun chat about surveys because I love Tonya's latest newsletter, where she said, "When's the last time you took an online survey and thought, Wow! This is great! I feel so valued!"?
I measure for several attributes and look for how to test, measure, coach, and train. It starts with mindsets. Then goes into attitudes and beliefs I know are necessary for you to be an authentic #buyerfirst seller.
