How Should I Interact With Prospects?

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…

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…

Building Trust. Not What You Think Then a little while ago, the penny dropped. I realized you can’t ‘build’ trust. It’s an outcome; the result of what you do, like being truthful, reliable, transparent etc. However, trust itself isn’t a doing type of thing. You can’t ‘do’ trust. You gain trust through your actions. Or…

What are buyers looking for in a Seller? Well, let’s walk in a typical Buyer’s shoes for a moment. In fact, let’s walk in your shoes. Reflect on your own experiences as a Buyer. Do you enjoy engaging with Sellers who seem more intent on meeting their need to make a sale than in genuinely helping…

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…

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/