If you embrace this notion then, it begs the question: what should I do in the selling process if not sell? That’s where we’re going with this whole “un”selling concept! We’ll explore this concept further and I look forward to your experience with selling successfully without really selling.
Category Archives: Account Management
Win the Deals You Can’t Afford to Lose
Win the deals you can’t afford to lose. Instructive Video.
Night Vision Goggles Stolen | What’s the Selling Opportunity?
I conducted a workshop recently where a sales rep with a large physical security company told the story of one of his clients who called explaining that he recently had a break-in to one of his warehouse facilities and wanted to better secure the facility. Great! A rookie sales rep might be tempted to “dash to the demo” or even the proposal to help answer this straightforward issue. This rep didn’t celebrate at this point, he kept asking more questions. Through questioning he found out the client affected was the Department of Homeland Security and they were endangered of being fined $1Million per occurrence.
Don’t Go “All In” Until You See Your Whole Hand
First, let’s take a look at Consultants R Us’ completely dysfunctional opportunity assessment plan: Consultants R Us has no common opportunity qualification screening criteria to determine whether an opportunity is actually worth pursuing. They pursue any and all opportunities most likely because the entrepreneurs who came before them made their livelihood as rainmakers without many […]
Why Play if You Won’t Win?
I was coaching a team at Andersen Consulting several years ago that was sent a “blind” RFP from one of the largest Consumer Packaged Goods companies in the world. This was likely a $60M + opportunity and the pursuit team was intent on bidding for the work.