Sometimes you're not always as clear as you can be. That's what Barbara
Weaver Smith, author of Whale Hunting & CEO of The Whale Hunters, discovered
when she was pursuing a big opportunity. Even though it cost her the deal,
she learned her lesson.
My team and the prospect's team were sitting in their conference room.
Enthusiasm was high and conversation was coming fast from every corner. They
wanted to know what outcomes they could expect and how we would work with
We talked about our standard implementation for a company like them, and we
talked about some additional modules in which they expressed interest. We
discussed price. By the end of the meeting, we were setting dates to get
Next day, we had a formal proposal to them. Here's what the standard
implementation includes, and here is its price. Here's what the additional
module i... (more)
Asking good sales questions is pivotal to your sales success. But, that's not
what I'm here to talk about today. Instead, we're going to focus on what
happens AFTER you ask these questions.
And, it's no secret that you need to be a good listener. To most people,
that's a big duh!
But here's the deal. After asking a sales question, if the prospect hasn't
responded in 2-3 seconds, the average seller jumps in to fill the silence.
You heard me right. Two to three seconds is the most people can stand before
they start blathering. They might talk about their company, product or
This is the most important blog post I've ever written. It's about what
happened exactly one year ago today. Please read it and share it with
Last week a friend told me about a recent fender bender. While driving, he'd
been dictating an email on his cell phone. He wanted to get a few extra
things done before he got to the office.
We all do things like that. Multitasking is a way of life. It's our strategy
to keep up with our whirlwind of a job. In the car, we'll make calls, catch
up on messages and text people when we’re running late.
That’s exactly what Carla Brennan ... (more)
Decision makers don't care about your porduct's speed, specifications, or
efficiency. They don't care about the wonderful methodology you use.
Your offering is simply a tool. They care only about the results your
offering delivers for them.
Buyers are particularly attracted to phrases that are linked to their
business goals and objectives. Start speaking in these terms and you'll
definitely attract their attention:
Increased revenues or profitability Faster time to market Decreased costs
Improved operational efficiency Revitalizing the organization Enhancing
customer loyalty Inc... (more)
If you've been involved in B2B sales for more than a few years, you've
probably noticed that things have changed. This pace of change shows no sign
of abating. Customers are more frazzled than ever.
Recently caught up with Nigel Edelshain, the fellow that coined the term
“Sales 2.0" and more recently, "Social Selling." I think his insights on
this topic are highly relevant to salespeople today, which is why I asked him
the questions below.
And, it's also why I suggest you check out his 2-day Social Selling Bootcamp
WHAT'S SOCIAL SELLING?
Jill: What is “Social Selling”... (more)