Diagnose Little Problems and Uncover Big Needs
“A problem well stated is a problem half solved.” Charles F. Kettering With a few variations, 80 percent of the objections sales people hear are: “It’s too expensive.” (I can’t afford it.) “It’s not in the budget.” “I don’t need it.” These objections point to a problem with a single… Read More
Preparing to Sell at the C-Level
Most C-Level decision makers are sick of educating sales people about his or her business. This explains why breaking into that level of an organization can be difficult. In order to sell at the C-Level, you have to fully understand the world of the typical CEO, CIO or CFO. Knowing… Read More
Sales Roles: The Therapist
“Progress always involves risk; you can’t steal second base and keep your foot on first.” Frederick Wilcox Your prospect now enters the Buy stage of the process, having completed the Need and Learn stages. In the Buy stage the prospect first experiences fear, putting the brakes to the whole deal…. Read More
How to Yield Big Sales with Healthy Margins
Quick review: there are Three Levels of Management within the Student role you play during Step 1 of the Buying Process. The three levels of Management are: CEO, Core Level, and the Support Level. If you can reach and do business with the CEO, you will discuss issues of competitiveness,… Read More
How to Sell More
Ask any experienced salesperson to describe to you the steps of his or her sales process and you will get a clear and concise answer. Salespeople know the steps of their selling process. The result is that during the sales process salespeople tend to think about what they’ve been taught… Read More
