So what really is different about Covid-19 that it should affect how we behave?
Similar Posts
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…
Talking to Prospects in Uncertain Times
There’s been quite a bit published already on what is OK and not OK for Sellers to do in these uncertain times. Here is one of the more balanced articles that has some useful tips. https://www.saleshacker.com/talk-prospects-crisis/
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…
Why You Can’t ‘Sell’ Value
You can’t sell value!
Let me tell you how I learned that. I was in my first sales role and I was in the box seat on a big sale…
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…
Sales Transformation. What’s With That?
Sales Transformation. What is that exactly? Back in the day, it used to be that Buyers contacted Sellers when they became interested in addressing a need, as Sellers were an obvious source of information on what to do about that. Often of course, Sellers got to Buyers before they knew they had a need and…