Selling Skills

6 Tips on How to Sell Value and Reposition Price

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One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way.

Clients and prospects get into these conversations because there’s nothing else for them to perceive as value besides the number next to the dollar sign.

The price is an arbitrary figure with no inherent ...

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This tip will help you close more sales

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How many times have we heard about the salesperson who is so excited about their products that they get caught up convincing the client to buy by continuing to list the benefits of their offer and missing the client’s buying signal only to lose the sale?  

The buyer gives the salesperson a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and so on.  And what does the salesperson do? ...

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A new salesperson stereotype

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The typical salesperson stereotype is that of the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all persona that is often portrayed in the media and business world via films, press, social media, books, articles, and so on.

Many salespeople have never been able to relate to this stereotype and others who don’t consider themselves salespeople but need to sell find this task daunting because they don’t want to have anything to do with that popularised ...

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I’m not a salesperson but I have to sell

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After years of study and polishing technical skills to be a competent professional in a chosen field, it can come as a shock to many people that they need to sell their services and capabilities.

The topic of selling and growing a business doesn’t often feature in university lectures. But in today’s market, a competent selling capability isn’t a nice-to-have add-on, it is an essential business and life skill.

You can no longer rely upon your technical competence alone to ...

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Selling isn’t only for salespeople

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Have you ever tried to persuade someone about the merits of a new idea, service or initiative?

Most sure you have. Countless times.

People do this all the time in our personal, professional and community lives. It is part of being a human.

So how did your efforts go?

Did you get their attention?

Did you convince them to adopt your idea?

Did you both get what you wanted out of the exchange?

Did you feel satisfied that you made a positive impact?

Maybe. Maybe not.

It ...

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Why I want to tell you what to do, but I won’t, even if I know better

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We’ve all been there

How many times do we want to tell our clients what to do?

After only a few sentences uttered by them we, of course, know immediately what their issue is. We’ve seen it 10s or 100s of times before. It seems so obvious to us what they should do.

“If only they would just do this… it would be so much better/ save them so much time/ get them there faster/ make them safer, etc.” I hear ...

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How do we sell in a Circular Economy?

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What is the Circular Economy?

Circular economy is an alternative for the “Take, Make, Consume and Dispose” mindset and business model.

It is easiest to imagine first if we look at the living natural world where there is no landfill, no waste: in this biological cycle things live and die and are recycled and repurposed by nature in a circular manner. There is no waste.

Unlike the human world where we have adopted, for many years as part of the industrial ...

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Everybody benefits from knowing how to prospect

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Every business needs to prospect for new clients and customers, even non-sales people often need to reignite past business relationships and form new ones, internally or externally. You don’t need to be the primary salesperson or business development manager to be required to prospect well. Any call you make to another person whose attention you need to grab and focus on what you have to offer or propose is technically a prospecting call.

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100 Prospecting Sprint

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On your marks. Get set. Prospect!

Prospecting is the oxygen that fuels the sales fire. It is the ignition point that allows us to get in front of prospective buyers. Great sales people like great athletes do not leave prospecting to chance. They make sure that making prospecting sales calls features regularly in their weekly sales activities. Many experienced sales people make sure they do two or three 2 hour blocks of prospecting every week: calling ...

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Are you really listening or just waiting to speak?

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Listen or thy tongue will keep thee deaf… – Native American Proverb

How long do we actually listen to another person before we start interrupting? How quickly do our own thoughts take over and we start thinking about what question to ask or what we need to say in reply even before they’ve finished speaking? Do we find ourselves interrupting the person to give our own opinion or finish their sentences before they are finished?

If this sounds like you, ...

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