Clik here to view.
Begin with the end in mind…
Many of you at some time probably have read Steven Covey’s 7 Habits of Highly Effective People. If so, you recognize this title as one of those seven habits. It is one of my favorites. What I would...
View ArticleAre You the Right “Type”?
You are probably familiar with this story. You are in high school or college and you hang out with a group of friends. In that group there is always that one individual who stands out in almost every...
View ArticleClik here to view.
Qualifying. An Expanded View
Through the years we have been taught that qualifying prospects is one of the essential things we must do early in the sales process. Why is it important to do this? We needed to make sure we were...
View ArticleClik here to view.
Don’t Just Say Something. Pause.
What is a very simple skill to learn and execute that is also highly effective? Let’s illustrate it. OK, are you ready? Listen. Hear anything? If not, you just experienced it. It is called...
View ArticleClik here to view.
What Climate Are You Selling In?
One of the fascinating realities of the human condition is the impact our behavior has on others. This is obvious in situations of pronounced behavior, good or bad, but not so obvious when the...
View ArticleClik here to view.
What Climate are You Selling In? Part Two
Last week we discussed the positive climates of communication that are the result of specific behaviors exhibited by sales professionals. We talked about behaviors that created and maintained Approval...
View ArticleClik here to view.
The Forces of Success
What does it take to be successful in B2B sales today? Should you focus on having all the greatest technology such as tablets to do sophisticated presentations? Will a powerful CRM do the trick? How...
View ArticleClik here to view.
When Guessing Fails
Recently I have been reminded of the predominance of what I call “professional guessing” in selling and the cost of this behavior. For the purpose of this discussion, “professional guessing” is the...
View ArticleClik here to view.
Piggyback Your Way to Success
Rarely is there a single skill or behavior that gives you so much “bang for the buck”. The piggyback question does just that. This simple skill and behavior accomplishes a number of things that are...
View ArticleClik here to view.
Train What You Can Sustain
Over the year’s one of the disturbing trends I have noticed/witnessed has been the tendency for companies to spend time, effort, and money on training without having a “Sustainability Strategy” firmly...
View ArticleClik here to view.
Horror Stories Make it Stick
“Horror Stories” aren’t just for the movies or around the campfire. Horror stories can be an integral and effective part of the sales process. Let me explain. Sales professionals often find...
View ArticleClik here to view.
The Incremental and Progressive Close
In B2B sales of consequence (i.e, involving substantial investments or have inherent risks for one or both parties), traditional closing techniques have little success. If you are waiting until the end...
View ArticleClik here to view.
It’s the price…right?
How often have we either heard or said when it came to describing why we didn’t get a sale that it came down to price? It is the classic rationale for sales that are lost in most organizations and...
View ArticleClik here to view.
Value Creation in Sales- Do Your People Know How?
Too often words and phrases are used under the false assumption that they are commonly understood. As sales professionals we often receive prescriptions such as, “Sell solutions, not products,” or,...
View ArticleClik here to view.
Begin with the end in mind…
Many of you at some time probably have read Steven Covey’s 7 Habits of Highly Effective People. If so, you recognize this title as one of those seven habits. It is one of my favorites. What I would...
View ArticleClik here to view.
Profiling: A Tool for Strategy and Efficiency
In my many years of conducting sales training globally, I have always been interested in why Profiling isn’t used more routinely and rigorously by sales professionals. The act of Profiling is simply...
View ArticleClik here to view.
What does “Selling Value” Mean?
In sales we are constantly reminded that it is our job to create “value” for our customers. That sounds great, but what does it really mean? Isn’t it our job to sell the products and services our...
View ArticleClik here to view.
Creating Value Can Be a Challenge: 3 Reasons Why
In my last blog I talked about what “value” really means in the context of the B2B sale. This week, we are going to address some of the reasons why this is can be a challenge to achieve effectively...
View ArticleClik here to view.
Reflections from the Show Floor
I recently had the opportunity to attend a major medical device/technology trade show, The Radiological Society of North America (RSNA). During my time there, I took a great deal of time to peruse the...
View ArticleClik here to view.
Are We Falling Behind?
Buyers are buying differently today than ever before. This is particularly true of the healthcare industry which has been, and continues to go through, rapid and dramatic changes. Let’s examine some...
View Article
