Sales tips

We can all benefit from thinking like a ‘freak’

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Freakonomics

Steven Levitt, the co-author of Freakonomics, SuperFreakonomics, Think like a Freak and When to Rob a Bank, defines thinking like a freak as: “…putting away your moral compass and not worrying about what the answer “should” be, but focusing on what the answer really is. It means thinking hard about causality. It means going beyond the obvious to consider all the possibilities — but still being willing to accept the obvious.”

When businesses, and especially, sales teams and sales ...

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Align your sales process to the buying process

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To engage with customers, sales people need to think like their customers.

What this means is that salespeople have to go about learning and understanding how customers buy. Sales people know, at all times, where their prospects are in their sales cycle. The problem is that they aren’t as clued up on where their prospects are in their own buying cycle. Most sales managers would say that knowing where buyers are in the purchase process is Selling 101. But ...

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Hone your targeting skills to win more sales

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Investing quality time with prospects delivers better margins and displaces your competitors.

One of the time-tested methods for surviving a tough or slow economy is to home in on prospects who match the profile of your most successful customers. This may sound like Sales 101 but it’s worth your attention right now because when times get tough, the opposite happens – namely, desperation can make it tempting to pounce on any lead that ‘wanders in the door’.

Instead, invest more ...

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No Pain, No Change = No Sale

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It happens often that what may seem so obvious to us may not be obvious to the client or on their agenda at all.

Perceived pain

Why? Simply put, if the client or prospect does not perceive or admit to having an issue, a problem, a challenge, some difficulty they want to overcome, or even an opportunity they want to ignite then they will not perceive the need to change what they are doing now.

And even if they can see ...

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Sales is still the elephant in the room

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Sales, anyone?

Have you noticed that nearly everyone you meet from CEOs and leaders to professionals services firms, not-for-profits and universities, to the people in the street want to do anything but actually sell and talk about sales?

Many of them will tell you that they want to grow their businesses, deliver better revenue and profits, drive better customer experiences, be taken more seriously by their clients, build better relationships, attract more customers, etc.

To achieve these things they will tell ...

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If you complain about price being a barrier, wear a bicycle helmet

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Salespeople who complain about price as a barrier need to wear bicycle helmets.

The next time you feel you are losing deals because of price, take your prospect to a cycle shop and ask them if they were to ride a bike, which one of the helmets they would buy – the one that’s on sale for $10 or the sleek, ventilated $150 model that meets all testing standards?

The bet is they’ll opt to buy the $150 model. Why? ...

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The vital life (& sales) skill of Reflection

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Reflection is a vital life, sales and business skill. Reflection is on par with questioning and listening skills. It can help us achieve so many things but it takes skill and practice. Here are 3 questions and their answers as to why reflection needs to feature more in our daily lives. 

What is reflection?

“…the way that we learn from an experience in order to understand and develop practice” (Jasper 2003) “Reflection is part of learning and thinking. We reflect ...

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The 7 differences between Selling, Marketing & Networking

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As I have stated before I am a stickler for using correct definitions when describing concepts and their elements.

In music, science, mathematics, physics and engineering we do not usually debate the definition of these constructs. We accept that a crotchet is a crotchet, a prime number is a prime number and so on. No debate.

However, in the world of business and, especially in the world of Selling, we get all sorts of definitions floating about with meanings both ...

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How to create a positive buying experience

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To attract new clients we need to create a positive buying experience for them.

This usually involves a combination of marketing activities and a salesperson in the first instance.

To retain clients we need to create another positive buying experience for them, and another and another, and another.

This usually involves more than just the salesperson, this can now involve a whole range of people from those who deliver, assess, implement, design, customise, coach, facilitate, create whatever has been purchased, to ...

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