The good news is you are already likely to be using technology that is considered Sales 2.0. If you are on LinkedIn, Facebook, Twitter or use CRM apps &/or virtual meeting technology to demo and interact with your customers then you have your foot in the door. (There are already more than 2,000 apps related [...]
Filed under: High value selling, Sales 2.0 | 2 Comments »
Finding and creating sales is tough, particularly in this economy. So much time and effort is spent developing an opportunity yet little thought tends to go into the construct of the deal. Research has identified some troubling statistics. For example: Just 5% of organisations believe their sales people negotiate effectively A whopping 85% of organisations [...]
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If you uploaded a new version of iTunes today and found none of your apps worked on your phone just do the following… … find a free app, upload it and open it. You should find that all of your apps then start working again. You can then either keep it or delete it. It [...]
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I am currently suffering IT problems (a case of outgoing SMTP server failure to be precise). My email was fine one minute, then I noticed I had three emails that didn’t want to go from Outbox. I am still here this morning (actually mid-afteroon now) without a resolution. As an employee this meant one thing [...]
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I watched a clip on Sales Power TV today – 5 ways to write more effective sales letters and emails. The interview was with Deborah Dumaine who runs US-based Better Communications. Essentially her advice is: Plan – planning ultimately ends up saving time, not eating it up Always add a relevant subject line to your [...]
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I’ve always been a fan of using visualisation as a tool to help achieve success. We accept visualisation as a means to achieve higher impact in activities such as sport yet when it comes to sales, the people I coach often view the exercises we work through with some skepticism – at first. Visualisation is [...]
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Demonstrating your product or solution at the right time and to the right people is key to high value selling. If you’re engaged with the decision maker and are following a business fit and value-based sales approach it may be that you don’t show them your solution at all. However, the likelihood is you will [...]
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Why do we so often leave great customer service to chance? We ate out earlier this week and almost ended up wearing our meal. This wasn’t because we’d been rude or had upset anyone, it was just that we were being waited on by a young, untrained and therefore unconfident waitress. What was so disappointing [...]
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This is a common subject, particuarly amongst sales managers. I recently conducted a similar exercise with a team who, to their credit, were all interested in how they could become more successful. A US-based organisation Extraordinary Sales Performance Institute recently released a report listing the 12 things top reps do better than anyone else. They [...]
Filed under: High value selling | 6 Comments »
How often do we provide solutions based solely on a list of requirements we receive or the requirements we think exist? Too often is my guess. A way of increasing the impact you make and enhancing the relationships you’re working hard to develop is to not only deliver value but to focus on adding value. [...]
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