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.
ByPatrickAt 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…
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…
ByPatrickWhat 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…
ByPatrickFor 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…
ByPatrick“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?
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…