I was asked recently by a long-term client, “What makes the difference between an average sales organization and one that is world-class?” Great question – and one that deserved some forethought to answer. So, after a few long flights and a couple of days of contemplation I shared the outline below with him. I’ll be […]
Category Archives: Prospecting
Segmentation Strategy: Do You Know Where Your Gun is Aimed?
Assume you are about to go hunting on 500 acres of land that is split into parcels with a different kind of animal in each parcel (i.e. squirrels in one parcel and Moose in another).
Resist “Death by Powerpoint” at all costs!
You can actually have the third or fourth best solution in a competitive pursuit and win the client’s business because you’ve done a better job of connecting your solution to their challenges and goals. Trying to “wow” the client with great PowerPoint slides and demonstrations is no surrogate to accomplish this goal of differentiation!
Why is Qualifying so Hard?
My litmus test for this is a question I ask of many: “Of the last 10 opportunities you were invited to bid on, how many did you decide not to bid?” The disappointing answer most of the time: “Almost none.”
Questions are More Impactful Than Answers
When it comes to UnSelling, the same basic principle applies. When we’re tempted to provide all the answers that we’re convinced our clients (or prospects) so badly need – resist the temptation! Instead, ask the client a provocative question that will demonstrate both your credibility and your ability to collaborate (instead of pure telling or selling).
When it comes to UnSelling, the same basic principle applies. When we’re tempted to provide all the answers that we’re convinced our clients (or prospects) so badly need – resist the temptation! Instead, ask the client a provocative question that will demonstrate both your credibility and your ability to collaborate (instead of pure telling or selling).