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Category Archives: keynote speakers
Deal Coaching is a Lost Art – First in a Series
Based on these three dimensions and some well-respected research on the topic, I can say with conviction that effective deal coaching is a lost art Continue reading
Stop Selling…Become a Subject Matter Expert (SME) Instead!
If you want to build trust and make the prospective client comfortable in confessing their business challenges in order to help them solve these challenges, become a SME on the broader context of your business and your client’s business challenges and the client will ask you for help instead of you asking the client for an order!
Influencing Your Client’s Evaluation and Decision Process
The average sales person (and team) tends to be overly deferential to their clients. Which would be a sound strategy if the average client had a clear idea of how to evaluate their alternatives to ultimately choose the best among alternatives. Continue reading
UnSelling ™ – Straight out of the Consultant’s Playbook
While at Accenture I recall being struck by how infrequently great consultants actually “sell” in the traditional sense of the word. Did you happen to notice that “close” or “sell” isn’t listed above? The reason: when done well, consulting doesn’t require a lot of pressure or slick sales-oriented tactics – because we build enough credibility and trust to make these techniques unnecessary. Continue reading
Are You a Go-Getter or a Go-Giver?
This topic is all about helping sales (and non-sales) people to realize that winning new business is not about selling (or “telling”) more aggressively. It’s about changing the nature of the relationship between buyer and seller to one of collaboration.
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