ByPatrick
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/
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.
ByPatrickIn 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…
ByPatrickSo what really is different about Covid-19 that it should affect how we behave?
ByPatrickYou 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…
ByPatrickI 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…
ByPatrickBuilding 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…
ByPatrickSales 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…