To maximise your opportunities, take time to understand the customer's needs and concerns – and know when to walk away from a sale that is not good for either party.…
You Can’t Motivate Anyone, So Stop Trying
Recently, while working with a client, I was talking with a very successful sales manager/leader. His track record in developing sales people was amazing. Bigger than that was his ability to…
When Conflict is Good
“Diane, I’ve sat through three of your team’s executive meetings, one board meeting, and a couple of regional meetings. One of your company’s biggest problems is there’s no conflict. No…
The New Rules for Hustlers
The days of ‘a job for life’ are long gone. Now your success in life, and your capacity to generate income, will depend on your ability to keep adapting to…
Grow Sales Through Your Customers’ Pain
Too often sales people reach out to clients with no understanding of the problems they are dealing with. When this happens, sales people are left feeling around in the dark,…
Stop Helping Clients Chase the Bottom
A business owner sells a product. A new sales person shows up and teaches the business owner that by changing some of the component parts of his product he can…
Exponential Growth through Market Segmentation
Micromarket analyses involve five steps: Defining the optimal micromarket size; determining the growth potential for each; gauging market share in each; understanding the causes of variation in market share across them; and prioritising high-potential markets to…
Dumbing it Down: Secrets to Getting Smart People to Buy
B2B sellers of complex technologies, that address a broad spectrum of customer issues, are generally very smart people, especially within the framework of their specific scope of solutions. On a…
When an Objection isn’t an Objection
When is an objection not an objection? The answer: when it comes at the beginning of your presentation. The blow offs you get at this stage are merely initial resistance, and the last thing you want to…
Are You Ready for 2014?
As the new year kicks off and business strategies begin to be set, it is your responsibility to be ready for 2014. What do you need to have on your to-do list for the…