What is value selling?

What is value selling?

The term “value selling” and similar variations like “value-based selling” have become commonplace. These terms simply imply that we sell on value rather than features, benefits, or price. The generic terminology covers many different sales...
Do This Today to See Better Results Tomorrow

Do This Today to See Better Results Tomorrow

I was recently asked, “What is the one thing that moves the needle the quickest to obtain increased sales results?”. This question got me thinking, and I realized that my answer would be the same regardless of the type of result I was trying to achieve. My answer is...
Why Do Some Sales Methodology Projects Fail?

Why Do Some Sales Methodology Projects Fail?

One of the unfortunate truths about training methodologies is that many of them just don’t stick or they fail to deliver on expected outcomes. Sales Methodologies fail for 4 primary reasons: complexity, lack of reinforcement, lack of measurement, and lack of...
What will selling look like in a post COVID world?

What will selling look like in a post COVID world?

COVID-19 has impacted several areas of our lives, including our professions. With mandated lockdowns last spring, most salespeople moved to remote selling. As the restrictions eased, some headed back to offices, while others continued working from home. This shift...
Creating Urgency When Your Prospect is Overwhelmed

Creating Urgency When Your Prospect is Overwhelmed

It seems like overwhelm is a common state these days. As a salesperson, it’s likely that some of your prospects have a lot on their desks and are having their own difficulty identifying what to do next. This may mean they shy away from making decisions. Even if...