Value proposition is a hot topic at this time. We asked some salesprofessionals for their advice on selling value. Here is what they said: 1. A Value is the business case, it is as simple and indeed as complex as that. It is not a matter of features and benefits, or competitive advantage. Rather it [...]
From our experience watching hundreds of sales presentations, pitches and proposals sellers spend 9 times as much time talking about themselves (that is their companies and solutions), as they do about the buyer’s needs. It should be the other way around and if it was, we believe, it could double, or triple the rate of [...]
Not surprisingly sellers are very good at talking about their solutions, after all they know the features and benefits of their products and services off by heart. However, there can be a surprising difference between the seller’s view of the solution and that of the buyer. This can happen in at least 5 ways:1. Can’t [...]
Longer Buying Cycles Mean Sales People Must Slow Down. Shortening sales cycles is something that managers dream about. But in most cases, it is just that – a dream. Yes, longer sales cycles have implications for meeting sales targets and sales costs, as well as for the overall level of visibility, predictability and control in [...]
The good news is that the market for your solution is much bigger than you think it is. The bad news is that you need a completely new way of selling in order to capitalize on it. This is the message of ‘Selling is Dead’ by Marc T Miller and Jason Sinkovitz. From time to [...]
Moving beyond points of pain for a more compelling proposition. Martin Luther King is not remembered for an ‘I have a problem’, but rather an ‘I have a dream’ speech. He brought the issue of civil rights and race relations centre stage, but will always be remembered for his dream of the solution, not his [...]
In recent years most sales professionals underwent a re-branding when it became unfashionable to be a sales person, or sales rep. As a result we were re-packaged as a ‘consultant’, ‘advisor’, ‘specialist’, or some other more more impressive sounding title. In many cases it was only optics however, little changed as regards the level of [...]
What is it going to take to win over increasingly demanding and budget strapped buyers? Well, here is a step by step formula: 1. Go beyond features to benefits and then keep on going… Go beyond features to benefits and then keep on going. That is because buyers are not as impressed by benefits lists [...]
Because you are short on time, we have pulled together a short summary of the main points of ‘Close Like The Pros’ – a must read for all B2B sales professionals. Forget about Closing: I generally don’t pick up, much less read books with ‘closing’ in the title, however this book – ‘Close Like the [...]
Too many salespeople limit their success by adopting a myopic view of how their solutions will be employed by customers. In particular they fail to consider all those ingredients – particularly people and process – that are required to ensure their customer’s success. The Custmer Sees in 3 Dimensions: The customer has a problem, which [...]
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