Posts Tagged ‘Sales’
What is the Purpose of Buying?
I can imagine the raised eyebrows, the questioning expressions, and the thought, “What the hell is he talking about now? What kind of esoteric journey is he dragging us on?” Some might glibly say, “Well to solve a problem….” Which is correct, kind of…. But most sales people seldom think about the purpose of buying.…
Read More4 Ways a Poor Lead Scoring Model Will Ruin Your Business
A young man I know from New England recently launched his own modular home business. He struggled to grow his company for the first few months, but eventually he started getting his bearings. He said that the mistake he made early on was focusing on the wrong leads. Finding the right leads is one of…
Read MoreCustomers Don’t Care About Their Buying Journey
Recently, I was speaking with an executive whose team was involved in a major purchase decision. I asked him to describe his buying process/journey. He looked at me with an amused/quizzical look. “We don’t think in terms of a buying journey. We just have something we need to get done, part of it involves buying…”…
Read MoreMoving Beyond the “Chaotic Buying Process”
It seems in recent months, the sales and marketing world is suddenly waking up to the fact the buying process/journey is not a linear process. That customers don’t go through an orderly process of: 1. Define problem, 2. Identify priorities, requirements, 3. Assess solutions, 4. Select solution, 5. Implement. It seems we are suddenly recognizing…
Read MoreThe Objection Crusher: 3 S System
Tim Wilson, the objection crusher, was our guest on the Cash Flow Show: Home Business Radio. He shared his technique for how to overcome objections using the 3 S system. Known as The Objection Crusher, Tim gave some awesome tips on how to crush objections before they happen! Crushing objections takes preparation, planning and promotion. By…
Read MoreThe Challenged Customer
Our customers (and us) live in worlds characterized by information overload, rapidly changing circumstances, increasing demands, rising management expectations, scarcer resources, increasing scale, disruption, distraction, and complexity. It’s impossible to avoid feeling overwhelmed, unbalanced, and distracted. Getting things done, getting the support and resources to move forward is increasingly difficult. They must coordinate efforts across more…
Read MoreInfluencing the Next Generation of B2B Buyers
Millennials might still seem like children to some. However, they are taking the labor market by storm. In fact, in just three years, Millennials will make up over 35% of the workforce. So, you need to shatter the image of them being the awkward kids just entering their adulthood. Sorry, but Millennials are coming and…
Read MoreWho is Your Customer?
One of the single most important concepts in marketing and sales is the “Ideal Customer.” Yet it’s an area too few focus on. When I pose the question, “Who’s your ideal customer,” it’s usually met with an eye roll and sigh. It’s usually answered with: “It’s the organizations that buy our products…..” “It’s the enterprise….”…
Read MoreWhat Did the Customer Learn as a Result of Our Meeting?
Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.) It’s a critical question, we need to be purposeful and focused in each of our meetings with the customer. At the same time, it’s self-centered—we sales people tend to be very self-centered…
Read MoreWhy Buy IT? Why Buy MINE? Why Buy NOW?
What a powerful set of three questions. These are so succinct, so well defined, so precise that everyone in sales and everyone involved in marketing must be able to answer these three questions without pause, and convincingly. Turning these into statements instead of questions provides a framework for the sales presentation from the highest levels…
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