Archive for March, 2010
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Mar 31, 2010
No CommentsWhat if?
“What if? What if I call them, ask them to buy, and they say the budget is gone? Can I offer them another 10%? How about pricing terms? What if they want another demo? What if they cannot get it signed and need a coupleore days?” I hear this (and have said it) more than...
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Mar 29, 2010
No CommentsWeekly SHV Twitter Updates for 2010-03-29
Same, Same, but Different http://bit.ly/94ZbSs by @BillRice via @SalesBlogcast: # RT @LeadToday: Success doesn't mean you don't have problems. It means you don't have the same problem over and over. # We RT a lot of great info from our network each week – do you find these Weekly Summarys from our blog useful? –...
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Mar 24, 2010
No CommentsOh, so you can’t buy
I heard someone use this technique recently. For everyone reading this, I hope you have done this or will try it. I push it to all kinds of people, but I am not sure if people are really brave enough to try it. Here’s the deal: You go to a customer with a deal They...
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Mar 23, 2010
No CommentsHow much caring is too much?
Caring when selling is a funny thing: sometimes you need to care more than anyone else in your entire organization sometimes you need to not care at all (often to win you must be willing to walk away from the deal) sometimes you have to allow someone else to care Usually you should not care...
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Mar 22, 2010
No CommentsWeekly SHV Twitter Updates for 2010-03-22
Most salespeople are brainwashed with product knowledge. – RT @SellingtoVITO # RT @iannarino: RT @billrice I had fun writing this: 5 Ways Small is Beating Big for Flagship Clients http://ow.ly/1mPkQ #sales # Change Your Sales Results by Changing Yourself http://bit.ly/d2M2OG RT @iannarino | #sales #salestip #b2b #success # Harvard Review Suggests-95% of in-person meetings is...
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Mar 18, 2010
No CommentsThe “curse” of knowledge!
One thing that we think about constantly at Selling Has Value is how we can improve our sales efforts and our results. Regular readers of this blog will know that in our quest to improve we preach a few common themes: Really care about the customer Ask the questions you really want answers to (even...
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Mar 15, 2010
No CommentsWeekly SHV Twitter Updates for 2010-03-15
RT @SandlerTraining: Be Friendly with Your Customers, But Never Friends http://bit.ly/aKZhPx #sandler #salestip # RT @paulcastain: Tip: A bad month doesn't happen on the 30th nor does a bad year on New Years Eve . . . just sayin # 2 Ways Salespeople Can Negotiate Better http://bit.ly/dAra9l RT @SkipAnderson: RT @iannarino | #sales #salestip #b2b...
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Mar 15, 2010
No CommentsAgree? With your customers?
This video says it better than any post I can write: We get into these high-end, zero-sum, mano-a-mano discussions, and we forget the power of agreeing with the other side’s points. I’m sure they have some good points – imagine what would happen if you just agreed with them. I’m sure there’s some complicated sales...
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Mar 10, 2010
No CommentsThe other ABC of selling
I’m sure almost every sales pro reading this post knows the standard ABC of selling, made famous in Glengarry Glen Ross. “A” – Always, ‘B” – Be, “C” Closing – Always Be Closing (a little trivia – that fantastic Alec Baldwin part in the movie was not in the original David Mamet play). If you...
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Mar 08, 2010
No CommentsWeekly SHV Twitter Updates for 2010-03-08
RT: @karlgoldfield: Those who should engage are the like minded people in each company. – interesting approach, makes sense! # RT: @HeinzMarketing: How to tell the difference between a sales pipeline and a pipe dream http://bit.ly/9496De – make your pipeline real! # RT: @admrebak: @FearlessSelling The best day to call a prospect is today. Don't...
