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Ride That Risk – Sales eXchange 154
If you are in sales you know that risk, and the avoidance of risk is a great motivator for buyers. No surprise, as buyers are after all people, and 70% of people are risk averse, which means 70% of...
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The Downside of Experience
When you read job ads, one prevalent requirement is experience; when you talk to buyers, they will tell you they prefers to deal with experienced sales people. But experience can be a double edged...
View ArticleBid It Up – Sales eXchange 156
We all know the challenge price presents in today’s B2B selling environment. We all love to talk ‘value’, but often fail to define to ourselves before we engage with a buyer; then fail to define it...
View Article3 Things you Should Not Say on a Cold Call! – Part II
Wednesday I posted the first in a series of 3 Things you Should Not Say on a Cold Call!, looking at avoiding the phrase “Just need…”. By the way, the word just should also be avoided when following...
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Close More Sales by Giving Your Customers an Option
Allowing your customer to choose between two options will allow you to increase your sales by allowing your customer to feel like they’re in control. Many times customers will hesitate to buy...
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Mitigate the Risk in Social Media Selling
It stands to reason that sales, the most social of business activities, would make use of social media. Platforms for online collaboration are rapidly changing the way we work, offering new ways to...
View ArticleDon’t Wait For A Bone!
Nothing bothers me more than when a rep uses any expression relating to selling that includes a variation of “throw me a bone”. You hear this a lot especially in industries that are highly competitive,...
View Article‘Why Not’, Not Why
Sales people are aware that their biggest competitor in the market is complacency, the lack of the buyer willingness to change, the status quo. Change is hard; it involves time, effort, and the need to...
View ArticleTalk To Me – Not At Me!
While it is still early days, there are some definite ways social media is impacting selling and buying; some of this is good and has helped sellers better understand and meet the needs of buyers,...
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ICYMI: Social Selling for Account Management
Here at InsideView, we hear a common objection when discussing Social Selling and our unique capabilities. “Brian, I get how this can work for a team of Hunters, or high volume callers. But what...
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