If you are in the business of generating demand and getting appointments with potential prospects, try crafting your words differently to make the prospect feel less threatened that they are being “sold” and far more comfortable with having a collaborative discussion with you to evaluate the options and implications of their potential solution options.
Tag Archives: Sales Strategy
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).
HBR says: “Relationship Selling is Dead”
It seems unimaginable that a respectable resource like the Harvard Business Review could possibly argue that relationship selling is dead. After all, haven’t sales experts since the dawn of man told us that relationships are everything – i.e. people buy from people they like.
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).