Author: Patrick

The B2B Elements of Value

The B2B Elements of Value

For Sellers, value in B2B is often seen as different to value in B2C. Business is about ROI and in B2C, other more personal factors, come into play. Right? Well, not quite. Turns out B2B has more in common with B2C than not. That’s of course because in both cases we’re dealing with people. And…

Be THE Solution. Not AN Option

Be THE Solution. Not AN Option

I ended my previous post on the note that… You don’t want to be AN Option. You want to be THE Solution! So, how do you get yourself into that position? Well, just as an angler intent on attracting fish, best think like a fish. To attract Buyers, think like a Buyer and put yourself…

Make People Feel Extraordinary

Make People Feel Extraordinary

I write a lot about gaining trust and it all comes down to a simple rule. Care about and focus on, the other person. And keep a lid on your self-interest, as that is the quickest way to lose trust. There could hardly be a better way to demonstrate that you care about a person…

What is Value?

“Value” is a much-used, and frankly abused, word in selling. We offer it, propose it, add it, and more. Yet none of those expressions makes much sense when we consider what value really is. So what is it exactly?

How Comfortable Are You Selling?

How Comfortable Are You Selling?

At the start of my training courses, I typically ask participants how comfortable they feel about the way they sell. I ask for example, ‘would you buy from you?’ Following a thoughtful pause, most admit ‘humph maybe not’. Very few say ‘yes absolutely’ and others say nothing. Of the countless people in B2B that I…

Shifting a Buyer’s Point of View

Shifting a Buyer’s Point of View

In my previous post, I discussed how to overcome the common Seller challenge of making intangible benefits more tangible to Buyers. I suggested that the issue was more one of Buyer perception, their point of view or frame of reference, than the Seller’s powers of persuasion. I learned that lesson early in my career when…

Making Intangible Value Tangible

Making Intangible Value Tangible

I often hear Sellers lament that the benefits they offer are intangible and not valued by Buyers. How then can they sell those benefits? Well, oxymoronic as it sounds, you can make the intangible tangible. In fact, it’s not that hard. It’s just that the way to do it isn’t intuitive. Let me explain. Tangible…