Selling professional services
Creative or technically minded professionals typically ‘pitch’ rather than *sell*, relying on their demonstration of value to secure the business. Thus they become so invested in the *value* that the *decision* is overlooked.Read More...
Telephone selling / cold calling
If your market isn’t coming to you, you have to go to it. Nothing could be more direct and targeted than a phone call. And nowhere is a structured approach more essential.Read More...
Ju-jitsu closing techniques
The ju-jitsu principle means manipulating an opponent’s force against him rather than confronting it with one’s own. In ju-jitsu proper that means physical force, in sales it means turning the logical force of what a client says around to one’s commercial advantage.Read More...
Of course one can still make a sale without a structured sales approach. After all many if not most sales happen irrespective of the salesperson, because in some business scenarios people will ‘open’ and ‘close’ themselves.Read More...
Pro-active selling for b2b start-ups
Start-up founders by their nature tend to excel at demonstrating value: they know their value proposition. They live and breathe it: that’s why they’re in business.Read More...
In people facing roles, especially sales, the interview is likely to prove decisive irrespective of any other consideration. In effect the interview is the demonstration of value.Read More...
The reality is that there is no necessary relation between the value of a product or service and the making and/or direction of a buying decision. ‘Closers’ intuitively understand this…
The problem with discussing this kind of ‘close’ in the abstract is that there’s no general form of words that’s guaranteed to be valid in any particular situation: it’s what’s congruent…
For many businesses the expense, not to mention
risk, of employing a proven sales professional can
But employing a junior can be a false economy,
even counterproductive. Retaining an experienced
salesperson on a part-time basis at a comparable
cost can prove a wiser option, in the short as well
as longer term
A sales methodology is only half of the equation without
effective management and reporting processes to monitor
and reinforce its consistent application.
Of course there’s no management or reporting procedure
that can guarantee sales. But there are methods to mitigate
the risk of failure and greatly increase the odds of success.
contact & pipeline
The downfall of most sales operations, assuming reasonable
activity levels, is chasing lost causes, a failure to qualify and
But what exactly constitutes a realistic business opportunity?
And how can the business evaluate the status of an
opportunity objectively, rather than on the mere say-so of
the sales person?