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!
Category Archives: Sales
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.”
Do Your Worst Sales People Know What Your Best Sales People Do Right?
If not, they should! I have worked with (and for) a number of sales organizations in the past 30 years and I am struck by how few of them have taken the time and effort to define the optimum sales process steps that their most successful sales people employ and the activities within these steps that […]
Can UnSelling™ work for a job search? (Part 2)
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.
Can UnSelling™ work for a job search?
The short answer: “Yes!” I’ve been asked a few times recently whether the UnSelling concepts can be applied to someone’s job search? Does the logic still hold that the less you sell, the more easily you can “win” a new job? Let’s explore a couple of examples of how this can be applied (you can […]