thesalesblog

How to Create a Preference for You and Your Offering

Sales is a zero sum game. Someone wins, and someone loses. The person who wins does so because they create a preference. They create a bias, and that bias block competitors and competitive offerings. The way that you create a preference for you and your solution is by creating greater value. You want to drive a wedge between your customer and your competitors and create a strong bias for you and what you sell. Greater trust creates a...

thesalesblog

10 More Things I Would Train Salespeople On Instead of Social Selling

Earlier this year I wrote a list of 15 things I would train salespeople on instead of social selling. Here are 10 more skills I would develop before I would worry about training in social selling. How to defend their pricing: Your pricing is the investment your client needs to make to produce the new results they’re after. When you lower your price, you are also reducing their investment. You defend your price because you defend the...

thesalesblog

What Compels Buyers

If you want to compel people to take action, find out what already compels them. What is already motivating them to act is the sweet spot for getting things done. But there are some natural assumptions you make about what compels people. C-Level Executives care deeply about driving their business into the future. They care about creating a competitive advantage. Leaders are responsible for producing better results. They fear not...

thesalesblog

Write Your Own Damn Content

I share a lot of content from people I know, trust, and respect. In fact, I have about 45 people whose content I regularly share on Twitter and a few other social sites. Their content is valuable, and it is useful. But I never share their content on my blog. My blog is where I share my insights, and publishing other people’s content on my site would be an abdication of my responsibility. If you have a blog, guest posts don’t create...

thesalesblog

You Are Privileged

Some people are better looking than you. Their stunning good looks brings them a lot of positive attention, and a lot of people want to help them. Their attractiveness provides them with a distinct advantage in some situations. They were born with the genetic privilege of attractiveness. Some people were born with a strong financial backing. Wealthy people have children. Through nothing but the good fortune of being born to people...

thesalesblog

Pricing to Win or Execute

It’s easy to focus on pricing your offering to win your dream client’s business. You consider what your dream client believes they need in the way of pricing, and you consider what your competitors are likely to quote. When you consider what your dream client wants in the way of pricing, you end up dealing with their desire to have better, faster, and cheaper, an appealing idea that your competitors have been selling them for a...

thesalesblog

Your Sales Metrics Are Imperfect

The numbers of calls you make is an imperfect measurement. It tells you what kind of effort you made today. And it might give you some indication of how effective you might be on the telephone. But it doesn’t tell you much more than that. Counting up the number of meetings you had today—or last week—is another imperfect metric. It gives you some information about how much time you spent with clients or prospects. But it doesn’t...