Insights and interviews about sales... and more.
What's the power of visualization?
Furthermore, why should you activate it?
It may sound strange, but the answer is not straightforward....
What should you ask yourself before introducing a new Sales Methodology?
Are there a set of questions that can help you to approach this change?
Who should you rely on to succeed in this type of project?
How important is the commercial experience in a sale?
How much does it influence it?
It's not hard to believe, but there's a specific formula to measure its importance...
As I said a few weeks ago, one of the most important consequences we're living is the shift from selling to evangelizing.
This shift generates another one, namely the shift from persuasion to influence.
What does it mean for us of and how does it influence the sales training industry?
The Risk of Inaction is one of the strongest sales levers: it can help you solve your customer's problems more effectively and to speed up your sales cycle.
Nevertheless you should manage it carefully, otherwise you run the risk of jeopardising your performance...
Why should both companies and sales professionals invest in one or more Sales Methodologies?
Are we really sure that we can measure their effects only by the performances achieved?
What are the 5 most common mistakes in a commission plan?
How to avoid them so you can build a plan that is attractive for new salespeople and encourages those employed to stay?
Should you offer a discount or not? And if yes, when?
What kind of events trigger a discount?
These are all fair questions, but have you ever wondered what happens to your company's margins when you offer a discount?
Even 10% discount can make a difference....
In the last years, gut feeling has often been demonized and considered inaccurate, a sort of obstacle for the salesperson.
But... are we sure this is correct?
We talk a lot about Sales Methodologies and we often blame them if the results are not as expected.
But there's one problem we should never underestimate when introducing a new Sales Methodology...
Objections handling is a mix of skills: listening, questioning and negotiating (for example).
However, there's one skill in particular you should possess: that of isolate and manage it as a separate entity.
How to do this in the most practical and natural way?
We talk a lot about Prospecting - maybe too much: we often lose the focus and we end up with no practical advises.
Talking about things to do, where and how can you find the right insight for your Prospecting activities?
Closing happens when you gradually obtain commitments from the customer, - these commitments which bring you to the final signature.
But... how do you test them throughout the commercial cycle?
Are you aware of the risks your prospect perceives in adopting your solution?
If not, you need to do better: you should learn how to add them into your sales strategy.
Do you want increase the engagement of your team?
Start with why and use this framework.
The 'Status Quo' is a hidden competitor, one of the most difficult to win over.
But how can you help your prospect to defeat it?
Empathy is crucial in sales but it can become a problem too.
How can it jeopardise your sales success?
And what can you do to avoid this?
What should you do to manage and retain a Top Performer?
Here a practical and easy-to-follow advice.
How to collaborate at best with a technical colleague?
Here you are 3 suggestions about it.
Let's talk about onboarding, the process by which salespeople get the knowledge and competencies to work at their best.
To be more specific, when is a new salesperson ready to go on the field?
How can you avoid to fall victim of strong emotions?
What can you do to control them?
What's the main reason why we fail at listening?
And if I told you that it's not just a matter of training but of mental capabilities too?
The 'Status Quo' can be considered a silent competitor, an enemy you face when your prospect is in the decision making phase.
So, how to recognise and mitigate it?
What's the 'Vendor Noise' and why does it harm your conversations?
But above all, when does it happen and how you should avoid it?
How to stay more focused to protect your 'Selling Time' and get the best out of it?
How to structure a 'Success Story'?
What key element should you add to make it memorable and effective?
What's the 'Hotspot Theory' and how does it help your prospecting?
What's the confirmation bias and how does it influence your sales?
And what can you do to avoid it?
What are the 3 attributes a buyer evaluates in the first interactions with you?
What's the 'Golden Circle Pitch' and how it can help you with sales messaging?
Above all, how can you create one?
What's Cognitive Dissonance and how does it influence your sales?
Above all, how can you avoid it?