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The Best Sales Book, That Isn’t a Sales Book

A Sales Guy

S**t, when it was written in 2002, LinkedIn wasn’t a thing, there was no “social” selling, and your sales stack was the yellow-pages. This type of thinking doesn’t rest in traditional selling methods or sales training. Remember, he published the book in 2002, 6 years before the Great Recession.

Intent 166
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Sales Tips: Stop Spouting Features Buyers Don't Need

Customer Centric Selling

Sales Tips: Stop Spouting Features Your Buyers Don't Need. The most significant mistake I made when starting my Sales career was to believe my job was educating buyers about offerings. One of the biggest challenges was determining which features were relevant to buyers I was calling on. Need some help to increase sales?

Buyer 40
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Sales Training Article about Ignoring Evolution

Customer Centric Selling

Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. CustomerCentric Selling® redefined selling as asking questions to empower buyers to achieve goals through the use of a seller''s offering.

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IIWII Sales Training Article Series Cont'd: An Underleveraged Asset

Customer Centric Selling

Sales Training Article: An Underleveraged Asset By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series. This skepticism seems to be in buyers’ DNA, but in fact is environmental.

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Sales Thoughts: Imitation Is the Greatest Form of Flattery

Customer Centric Selling

By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. Here are just a couple of examples: Tweet #1: @danielpink “Focus on buyers’ business outcomes”. Your job is to help the buyer buy.”. Sales Thoughts: Imitation Is the Greatest Form of Flattery.

Hubspot 40
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Sales Tips: No Goal, No Prospect

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When launching CustomerCentric Selling® in 2002 the first core concept of our process was: No goal means no prospect. No Prospect. LAST CHANCE: Public workshop in Boston is NEXT WEEK!

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Sales Tips: How to Apply Common Sense in Sales

Customer Centric Selling

Put another way, if a buyer doesn’t share a goal or admit a problem they’re willing to spend money to achieve or address there is no opportunity for a salesperson to pursue. Back in 2002 we suggested attendees to many tradeshows were “tire kickers” and would be poor entry points to start buying cycles for complex and expensive offerings.