Are you still probing?
There’s an expression in selling, a directive used frequently by sales managers and trainers, that I feel needs to be laid to rest. “Ask more PROBING questions.” Who came up with this term? Every time I hear it I get a visual of some distasteful medical procedure. One...
What’s your story?
A good friend gave me an important kick in the pants over lunch last week. I was sharing my struggle with the development of a new product… sharing all the reasons why I felt it wasn’t going to get done. Her response, “Jill, you need to change your story....Monday Motivation, Feb.25/2013
Don’t keep trying to do better than your competition. You end up looking the same. Do different.
Who’s Afraid of the Big Bad Wolf?
If you sell to large organizations I’ll bet you are required to work with purchasing and procurement specialists. And I’ll wager it’s not on your list of “favorite things.” You’re frustrated by the formal purchasing templates that require you to squeeze your unique...Monday Motivation, Feb.18/2013
Customer satisfaction and dissatisfaction relate directly to expectations. The old adage of “treat people how you want to be treated” has no relevance in sales. Treat customers how they want to be treated. And if you don’t have an accurate understanding of their...Monday Motivation, Feb.11/2013
For many sales pros the problem is not lack of ability or knowledge but rather failure to execute. Make 2013 the year to “Make it Happen!”Monday Motivation, Feb.4/2013
Why do your customers buy from you rather than your competitors? Do you know the answer? Or do you simply think you do? Make it your mission to ask. The answer is often surprising and always valuable.Monday Motivation, Jan.28/2013
Everything can be differentiated. Yes everything! But only if you position its value in context of this customer’s priorities.Monday Motivation, Jan.21/2013
Less is more. Give your clients a third of the data and make it relevant. Ask fewer questions and make them smarter.