sales techniques Archives - Page 8 of 9

sales techniques

Excess Parts (Issue 648)

In which we are reminded to smoke out, early, internal competitors for our proposed solutions. Read more »

Your Story in My Words (Issue 613)

In which we are reminded to help our clients see their stories in our descriptions about our businesses. Read more »

Contingencies (Issue 609)

In which we are reminded that not everything (anything?) goes as planned – good to have a back up in advance. Read more »

How Will I Know? (Issue 601)

In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions. Read more »

I Didn’t Know You Did That (Issue 578)

In which we are reminded that we need to share stories with our clients and ask questions focused on topics outside of their current dealings with us in order to have a first chance at their new issues that arise. Read more »

Take What the Defense is Giving (Issue 574)

In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested. Read more »

Communities of Attraction (Issue 573)

In which we are reminded that developing communities is critical to attracting new clients. Read more »

Hold That Thought (Issue 563)

In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.” Read more »

Two Months Free (Issue 560)

In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks. Read more »

Where Do You Feel the Pain (Issue 554)

In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?” Read more »