Posts Tagged ‘Dave Brock’
Losing the Negotiation Before It Starts
Sales people seem to be obsessed with negotiation. They read books, they take all sorts of classes, they strategize “negotiation” sessions. Oddly, when I push on the negotiation issue, most negotiations that sales people focus on are about price.
Read More Don’t Answer That Objection!
A few days ago, I was tagging along with a sales person on a call. It started well, then the customer expressed an objection. That’s when things started to go wrong.
Read More We’re All Going to Mess Up
No one is perfect, we make mistakes. Situations and circumstances change, making what we’ve done wrong. However well we may have planned, prepared, anticipated, something happens and we fail.
Read More Imagine Making a Sales Call Without Mentioning the Product
We want to meet customers, we’re excited about what we have to sell, we just need someone willing to listen to us. But customers have changed. They don’t care. They really don’t want to hear about our products.
Read More How Do Our Customers Make Money?
At the core of everything we do as sales people, it’s about making money, that is producing revenue for our companies. But that’s not what drives our success as sales people.
Read More Stop Wasting Your Time on Social Selling?
Recently, someone wrote me saying: “I have absolutely no idea how you have time to spend so long on Twitter/Facebook/LinkedIn, plus write articles for every site imaginable—and respond to all the comments?”
Read More 80% of Our Revenue Comes From…
Data is powerful. We’re all enamored with analytics and what they can tell us about our customers and our business. But data can also be very dangerous if we really don’t understand it.
Read More How Do You Differentiate Yourself?
Data shows 53% of customer loyalty is a result of their personal experiences in the buying process. This means the value we, sales professionals, create in the buying process is critical to our ability to win.
Read More Insight, Clarity, Execution
We all struggle to change, to do new things, to grow, to implement new strategies, initiatives, and programs. Too often, we and our customers fall short. We don’t quite achieve the goal, we change midstream, we abandon what we were seeking to achieve, pursuing something completely different.
Read More What I Finally Got About “Unlearning”
Unlearning has become a popular concept recently. At first, I didn’t pay a lot of attention to it, I tended to think it a clever play on words. But over time, I’ve started to grasp the importance of “unlearning.”
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