Ignore the people who say that the sales industry needs to become professionalised: it already has.
Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on.
22% of current business-to-business salespeople will be replaced by search engines within the next five years.
We all need salespeople who deliver value that wasn’t there before they arrived.
We all desperately need brilliant sales professionals far more than ever before – to help us, guide us, keep us informed and stop us from making diabolically stupid buying decisions.
Think about it: if someone had found a way to manipulate human choice and free will – if someone actually had that kind of power – wouldn’t it be a tad surprising if they then decided to share their s...
The commitment gap is the massive distance between yes and maybe
For all salespeople - Driving around and talking to people for a living, with no recognisable return for the time or money spent by your employer - is a job description that belongs in the past.
Earn the Right - Ensure you put this chunk of Sales Tetris in place first and all the other pieces just take their own positions naturally.
Customers get exactly what they need, while you hit your sales targets and become incredibly successful – fair deal.
Solving the problem means helping the customer to understand why you’re the best person for the job
Great selling involves helping people to make great buying decisions.
Asking the appropriate questions means understanding exactly what your customer is trying to achieve
In many instances, the words sell and influence are completely interchangeable.
Earning the Right is a commitment to be the sales professional that your customer really needs
Executing the solution means gaining customer commitment and delivering on your promises
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