Talking to Prospects in Uncertain Times

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…

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…

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…

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…

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…