Are you a value-thief? Most people are. They just don't know it. A value thief is a (sales)person who inadvertently robs their clients of value. They do this failing to understand the client. Failing to understand what drives them - what they need to get there. "But our client needs delivery on time and on budget - they said so themselves" That's not what your client needs. That's what they want. And all clients want it is as cheaply as...
Too many advisors claim that they lose the sale on price. All too often that's not the case. You didn’t lose the sale on price - you lost it because your customer doesn’t trust you. So how do you get customers to trust you? The main pitfall when it comes to trust is self-orientation. Self-orientation is the tendency we all have to focus on our ourselves, and what we have to offer. It usually looks like walking into a meeting and presenting...
Introduction One of the most important aspects to sales is building relationships. It's important not just for your current clients but also for potential clients, who are more likely to be persuaded by someone they know and trust. That's why one of your main objectives as a sales professional is not to sell products or services, but to build to relationships - and like with anything, building relationships is better to do before you need them....
"Trust is everything. It is the most valuable commodity in business." - Stephen Covey Trust: The Foundation of a Successful Business Trust is the foundation of a successful business. When you think about it, your clients want to know that they are giving their hard-earned money to someone that they can trust. In order for there to be a lasting relationship between your company and your client, you have to earn their trust. The more you can show...
Introverts can make great salespeople and sales managers. But most don't. That's why, when it comes to some of the fields that classically attracts a more introverts than it does extroverts such as engineering, law, accounting and to a certain degree consulting and banking, most of the people who are asked to sell their company's services hate it. What's ironic about that, is that most people who are asked to sell are asked to do so because...
