We often hear rhetoric about increasing transparency. Certainly, various internet-based search tools have created an increasingly transparent universe. David Brock discusses how selling would need to change if the price was the price period. Source: Partners in Excellence Blog, July 9, 2021. Link. . . . when we don’t have pricing as a crutch we leverage to sell, we must … [Read more...]
We need sellers who sell, not take orders
Commentary David Brock shares he remains stunned by how few people who are in sales roles, truly sell. His article is clouded with somewhat of a rant BUT, he makes good points that are relevant in this current pandemic, WFH and changed contact methods environment. Customers need help, they want help. . . particularly in these times. They need to learn, to see new … [Read more...]
Context is everything!
If you are part of creating a transaction in any way, this post is for you. David Brock focuses on those with sales in their title, but each of us influences customer choices. He reminds us that each person’s hopes, fears, dreams and challenges are unique to them and the situation they face at a point in time. The magic of great sales people is their ability to connect, to … [Read more...]
Help others succeed
How can you help others succeed if you don’t know how they define success? How do you know which benefits to highlight if you don’t know what they value? How can you help others get better if you don’t know where they are struggling? How can you have a successful sales call if you don’t talk about your product? The answer to the first three questions is “You … [Read more...]