Selling Skills

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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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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The Silent Majority

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Sales and salespeople

The history of sales methodologies and salespeople is full of twists and turns. With a few excellent –or at least well-intentioned– ways of selling and many others that are the complete opposite.

There was a time when the salesperson was the only one with information about new products—from the end of the 19th century to mid-20th century; they were the experts and customers were in their hands when it came to making a buying decision. This ...

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Selling is everybody’s business – How to get started

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Everybody lives by selling something

After thousands of hours of study and many years honing technical skills to be a competent professional in your chosen field, it can come as a rude shock that you now need to sell your services and capabilities as well.  A competent selling capability isn’t a nice-to-have skill, it is an essential business and life one.

The topic of selling and growing a business doesn’t often feature in university lectures.  In fact, selling is in ...

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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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Spot new trends, drive innovation and sell better

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Businesses are frequently encouraging their people to be more creative, develop new opportunities and drive innovation and growth.

That’s all well and good but how do we spot new trends, drive innovation, and sell better so as to secure our future?

There will be many variables to consider in each of our answers to this question; however, there are three core things we need to master if we want to spot and create trends before anyone else does, if we ...

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How to avoid the discount trap

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Do you frequently discount to win business? Does your brand seem to matter less to customers today? It’s no wonder. Customers can do a Google search of your product or service and, within minutes, learn about your product, your competitors, what customers think of you, and find the lowest prices. So, with this kind of information at their fingertips, why would they need to meet with a salesperson?

It’s a critical question in today’s selling environment – and one ...

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How to reach prospects and keep the door open

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So how do we reach prospects and keep the door open?

While everyone is trying to go big – go small and use innovation to capture share of mind.

Imagine you are at home opening your mail and you find an unsolicited brochure about some product or other. What do you do? Chances are you drop it in the trash. Well, the vast majority of leads to whom you send your brochures, flyers or emails to are going to do ...

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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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