I’m a firm believer in being aware of major trends, not only does this make you invaluable to your prospects and clients, but it also keeps you informed so you can spot opportunities, pivot and win. Knowing how to find and seize new customers without a competitor in sight, will help you stand out from the crowd, prepare you for what’s coming, and protect the long-term health of your business. To help you prepare, I thought I’d share some insight I gleaned from one of the most … [Read more...]
Why your prospects will say no to you every single time
I don’t mean to be a drama mama, but there is a reason why your prospects will say no to you every single time. They can’t help it. It’s not you, it’s them. But there is a way to get around this tendency towards the negative, while maintaining your core values and sanity. No time like the present Ever snoozed your alarm instead of going to the gym? Or suddenly decide to clean the house or adding things to your Amazon wishlist instead of starting that important project? Our brain has a … [Read more...]
How to instantly build rapport with anyone
One skill that will set you apart is how to instantly build rapport with anyone Building rapport quickly allows you to accelerate generating referrals and new leads to grow your sales. Tune in to this weeks podcast where I share 5 tips to instantly build rapport with anyone. Why building rapport is important It’s where the sales process begins. Because people will only do business with people they know, like and trust.If they don’t like you, they won’t do business with you, they won’t refer … [Read more...]
Which tool is better for lead generation?
Which tool is better for lead generation: cold-calling or marketing? In a previous post, I linked to an HBR article, and in the comments section there was much debate between those for cold-calling and those against. Those against felt cold-calling is an antiquated sales technique, with some arguing you'll never get a C-level executive on the phone, these days. Those against it favoured social media and marketing, for example one comment read: Marketing is what you do to get the phone to … [Read more...]
How to overcome the basic business to business sales mistakes
In a previous post post I discussed the basic business to business sales mistakes. Today I'll give you simple tips on how to overcome these mistakes so you can bring in mo money! You know I ain't one to brag, but I've been selling to businesses for 18 years, to multiple sectors, across 20 countries. I've made some of the mistakes myself, and they can set you back up to 6 to 9 months. That's sort of okay in a big corporate where you have a bunch of clients, but in a start-up or small business, … [Read more...]
Biggest business to business sales mistakes
Avoid these avoidable business to business sales mistakes This McKinsey study surveyed 1,200 buyers in small, medium, and large companies about their experience with sales people and it wasn't good. Two biggest obstacles This study was performed in 2009 but it's still relevant today. Their findings show the two biggest obstacles to business to business sales are lack of product knowledge and stalking clients. Customers have access to more information, so when you sell your services … [Read more...]
How your customers buy
You need to understand how your customers buy so you can integrate your sales process into their buying process. Basic buying sequence How your customers buy It begins with a need. Let's say your iphone 6 was in your back pocket all day and now it's bendy. You need another phone. You research and compare models. Decide which model you want and then buy it. And then you look for reassurance to make sure you bought the right item. The same process applies when you're hiring … [Read more...]
Startup sales strategy: 7 ways to avoid dropping the ball
A startup sales strategy is critical for success (here's why); it helps you understand what value you are adding to the market, who your potential customers are, and how you will build profit. A sales strategy is like a sports playbook. Sales as a sport You start with the outline of field or court, which represents your market. Then you identify the key players (competitors, potential partners, etc.) and map out a plan for scoring. Just as plays adapt for different positions, your sales … [Read more...]
The secret weapon of all great sales people
It's not their little black book of contacts, neither is it their masterful closing techniques, or the CRM software they use. The secret weapon of all great sales people is their ability to stay positive. Success is the ability to go from failure to failure without losing your enthusiasm. - Winston Churchill Great sales people are usually the most optimistic people you know. Optimism is the most important human trait, because it allows us to evolve our ideas, to improve our situation, and … [Read more...]
Why mindful selling can help you sell more
When you're selling your startup idea/ product/ service to other businesses, and thoughts of competition, lack, or limitation negatively impacts your performance and results. It makes the difference between success and failure. Your thoughts make the difference between how you are with prospects, because how you think impacts the way you act and what you say. Drunk squirrel Be honest, isn't your mind like drunk squirrel, where as soon as you wake up it’s off scurrying all over the place, … [Read more...]
