I wrote recently about the importance of understanding why your potential customer has to purchase – the Compelling Event – either from you or from somebody else. I finished by reminding how in software, when we are contracted with a customer, we already have a compelling event lined up and have significant power in the [...]
Filed under: High value selling, negotiation | No Comments »
Does this seem familiar? There are times when you feel you have everything in place for a great sale. Your Prospect has confirmed the value of your solution, is comfortable with the anticipated return on investment predictions and has confirmed how excited they are to be working with you. Why then does the deal never [...]
Filed under: High value selling, negotiation, Qualification | 1 Comment »
Whilst attending a client’s monthly sales meeting today, I was reminded how it is sometimes the smallest things that can make the most amazing difference. Here is an example… This client is working with one of the most recognised businesses in the UK. They are rolling out a piece of software that has had, despite [...]
Filed under: High value selling | 1 Comment »
McKinsey released a report last year that identified the most destructive behaviours sales people make (as suggested by the business-to-business buying community). Now, rather than focusing on negatives, I thought I would explain why the results are good news for sales people who take pride in their work. 1. Too much contact. I am guessing [...]
Filed under: High value selling, Uncategorized | No Comments »
Use a mix of sales media to create the perfect selling blend. I have been reflecting that it is still the norm for organisations to rely on a single media when selling their products and services. Many are now interacting using different media and platforms (e.g. traditional and web, social) but I don’t feel like [...]
Filed under: High value selling | No Comments »
I spend time helping my customers find and maximise extra revenue streams. Aside from selling more products, services and solutions, it is possible to find extra revenue by tightening processes and understanding where value is offered but not currently being charged for appropriately. Going through this process often allows a customer to increase their revenues [...]
Filed under: High value selling, Miscellaneous | No Comments »
How do you feel about negotiating? Is it something you look forward to, or a phase of the sales cycle you dread? Perhaps you don’t really think about it at all. In our methodology, negotiation builds throughout the sales cycle – from day one to the closing of a new customer or a further piece [...]
Filed under: High value selling, negotiation, planning | 2 Comments »
I took (enforced) time out last week to participate as a member of Jury for a Coroner Court hearing. It was an interesting couple of days and the perfect opportunity to be reminded of the importance, and power, of the spoken word. There were five Barristers involved in the case, and each asked very careful [...]
Filed under: High value selling | 3 Comments »
Mary writes below on a first hand experience that shows how the boundaries between Marketing and Sales continue to blur. Blurring is one thing (actually quite positive in my view) but poor practice – in either discipline should not be tolerated. “If you’re ugly, don’t pitch!” and other crazy comments … as reported by Mary [...]
Filed under: High value selling, Mary Sargent | No Comments »
Are you proud of the prices you charge? Research has shown that a vast percentage of sales people don’t feel comfortable when it comes to discussing financial investment. Why is this? Well, aside from being a terribly ‘un-British’ topic to talk about, it is often the case that sales people think their company is: Charging [...]
Filed under: High value selling | No Comments »
