Trending Sources

When Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

Partnership does not mean eliminating the tension between buyer and seller; it means that top-performing salespeople know how to strike a balance between achieving immediate results and developing the relationship fully. As I have said on numerous occasions, sales success today demands a radical shift from the “peddler” mentality of merely demonstrating products and expanding on their features. It requires treating the customer as a participant. More often than not, a “flashy” sales presentation alone alienates rather than persuades. The key word here is symbiotic. General

ACT 87

When the Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

Partnership does not mean eliminating the tension between buyer and seller; it means that top-performing salespeople know how to strike a balance between achieving immediate results and developing the relationship fully. General Buyers and Sellers Commercial Partnerships Relationship Selling Sales Selling Top Sales ManagementIt requires treating the customer as a participant.

ACT 67

Smart Marketers Acting Stupidly

Partners in Excellence

Moral of this story, “Buyer beware,” too many list providers intentionally or sloppily seem to provide more crap than real lists.  Before I go any further, I know there are some detractors out there who will claim, “Smart Marketers,” is an oxymoron–something like military intelligence or sales professional (I tossed that in out of a sense of fair play.).

ACT 23

Rebellious Buyers: Selling to People that Don’t Want to be Sold

Smart Selling Tools

Today’s buyers are no different in that regard but there  is  one difference; they’re more rebellious than ever before. That’s because the Internet has sped the dissemination of information at an unimaginable rate and the information has emboldened buyers with a new level of purchasing control. Movement toward realism (art is in the eye of the buyer). Let’s be real.

Buyer 88

Emotion + Risk in Getting Buyers to React and Act! (#video)

The Pipeline

Today we look at the roles played risk and emotion in getting buyers to not only react, but act. In Monday’s clip , I talked about the fact that you don’t need to waste time in waiting for an event to engage with a potential buyer, what you are looking for is the reaction, not the event.  By Tibor Shanto – tibor.shanto@sellbetter.ca. Always open to comments and views.

ACT 19

Why Your Buyer Personas Are Obsolete

Sales Benchmark Index

We have seen a tremendous rise in the interest and use of buyer personas since 2002. The year I first introduced the methodology for creating buyer personas specifically for marketing and sales. It will serve no purpose to rehash how much buyers have changed since then. The new reality is buyers will keep changing – at an accelerated pace. Burton Richter, Nobel Laureate.

Buyer 78

Inside Sales Power Tip 101- Guide Buyers

Score More Sales

In selling there is a lot of big talk about closing deals, as if the act of “closing” is a verb and is something to do TO your prospective client or customer. Gain control of these feeble buyers, right? Don’t let that title fool you – control in a buyer and seller relationship is not a one-way thing. Guide your buyers by creating value for them.

Buyer 74

What Compels Buyers

The Sales Blog

What is already motivating them to act is the sweet spot for getting things done. If you want to compel people to act and change, help them with what is already compelling them. The post What Compels Buyers appeared first on The Sales Blog. If you want to compel people to take action, find out what already compels them. They care about creating a competitive advantage.

Buyer 27

Sales & Marketing Trends to Act On in 2014

Buyer Zone's Lead Generation Blog

“This year will be owned by the quickest to act,” says Roger Donoghue, National Sales Manager at BuyerZone. In Ian Altman’s post, 2014 Trends in Sales and Business Development , he explains that buyers want more than product information – they want expert insights. The post Sales & Marketing Trends to Act On in 2014 appeared first on About Leads.

ACT 28

Franky my dear, I don’t give a damn. 5 reasons why your buyers don’t care.

Julie Hansen's Sales Blog

If you’ve been selling for more than a week, you’ve already heard plenty of excuses from buyers:  I need to think about it.  I can’t afford it.  The details may vary, but the reason buyers aren’t anteing … Continue reading → ACT Like a Sales Pro Tip Sales Presentation Uncategorized first impressions Julie Hansen presentation skills sales sales presentation sales skills sales training You’re too expensive. 

5 Acting Fixes for Your Boring Web Presentation

Julie Hansen's Sales Blog

Salespeople and prospective buyers don’t always see eye to eye, but there is one thing they typically agree on:  On-line presentations have all the sizzle of a week-old soda. The problem is that most sellers are used to adjusting their content for each prospect, but rarely adjust the way that they deliver that content. And [.].

ACT 20

Is 57% Your Buyer’s Number?

Sales Benchmark Index

If 57% is your buyer’s number. 57% of the buying process is completed before buyer-rep interaction. Source – SEC) This statistic is based on the “average” buyer. Your buyer isn’t average. Buyers are increasingly listing ease of doing business as evaluation criteria. Buyers are more educated before interacting with a rep. Since buyers are spending less time interacting face-to-face, each interaction is more important. Focus Resources – when does the buyer want to interact with each resource? Are your reps acting like AT&T?

Buyer 50

Help Buyers Buy: Facilitate The Buy Path, Then Sell

Sharon Drew Morgan

Your solution is the last thing a buyer needs. The problem is that buyers don’t buy the way we sell. In fact, a purchase is the last step buyers take along their buy path, and we sit and wait for them to traverse their steps without having the proper skills to influence their journey from the start. To understand how buyers buy, we must understand systems and change.

Buyer 28

Why your Upselling Strategy does not make sense

Babette Ten Haken

The seller offers buyers an array of upgrades, add-ons and expensive bells and whistles. Buyers are skeptical. Every B2B buyer you sell to is a “retail” buyer in their real life outside of work. Buyers know how vulnerable they are to upselling strategy. Lists of items puts your buyers right back into retail mindset and the last wide screen TV they over-purchased.

Mr. Buyer – Please, Object!

The Pipeline

But assuming you are looking for revenue, growth and success, the above is not the strategy for you, you are much better off dealing with or managing buyer objections as they come up. How you do that will differ slightly based on you current relationship with the buyer, and when in the cycle the objection surfaces. Second, the basic instinct of reluctance to change.  Tibor Shanto.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Specifically, the tendency to talk long-term, but act short-term; the effect of which is usually negative on results. But in ways that sabotage the sale but scaring and/or alienating the buyer.  One of the things I hear most often from people we train is that they want to create “urgency” in their buyers

ACT 21

How to Anticipate the Next Compelling Event of the Buyer Process

Sales Benchmark Index

Your Buyers face their own compelling events. To know a Buyer’s compelling event is critical. Because this is the real reason the Buyer is buying. Compelling events are the engine of the Buyer Process. Before 2013 starts, now is the time to identify Buyer compelling events. Where in the Buyer Process do you identify a compelling event? External Pressure.

Forecasting closed sales: how you will know when a buyer will close

Sharon Drew Morgan

CAN WE KNOW WHEN A BUYER WILL BUY? Until or unless everyone who will touch the solution has added their 2 cents to the criteria for solution selection, and an entire change management plan has been developed, a buyer cannot buy. Forecasting closed sales: how you will know when a buyer will close is a post from: SharonDrewMorgen.com. WHY DO WE THINK SALES WILL CLOSE?

Rapport Building – Step 8: Act Relaxed

Tom Hopkins

Practice strategies for putting yourself at ease so you can pass that along to your buyers. It's important to appear relaxed in selling situations even when you are new and a little bit (or a lot) nervous. Related posts: Rapport Building – Step 6: Finding Common Ground. Rapport Building – Step 7: Giving Sincere Compliments. Rapport Building – Step 2: Remembering Names. Initial Contact Selling Skills building rapport client contact client fears initial contact making people comfortable sales skills selling skills selling yourself talking with clients

ACT 10

Rapport Building – Step 8: Act Relaxed

Tom Hopkins

Practice strategies for putting yourself at ease so you can pass that along to your buyers. It's important to appear relaxed in selling situations even when you are new and a little bit (or a lot) nervous. Related posts: Rapport Building – Step 6: Finding Common Ground. Rapport Building – Step 7: Giving Sincere Compliments. Rapport Building – Step 2: Remembering Names. Initial Contact Selling Skills building rapport client contact client fears initial contact making people comfortable sales skills selling skills selling yourself talking with clients

ACT 10

Forecasting closed sales: how you will know when a buyer will close

Sharon Drew Morgan

CAN WE KNOW WHEN A BUYER WILL BUY? Until or unless everyone who will touch the solution has added their 2 cents to the criteria for solution selection, and an entire change management plan has been developed, a buyer cannot buy. Forecasting closed sales: how you will know when a buyer will close is a post from: SharonDrewMorgen.com. CAN WE KNOW WHEN A BUYER WILL BUY?

18 Objections Buyers Have That Kill The Sale And How To Overcome Them

GKIC Blog

“The wise copywriter anticipates unspoken objections and answers them before they can be voiced.” ” – Jerry Buchanan. If there is an almost universally made error that I see in sales it is this: leaving questions and objections CERTAIN to be in the mind of the prospect unanswered – as if the boogie man can’t hurt us as long as we don’t look under the bed.

Don’t Spook Your Prospects: 5 Sure-fire Ways to Keep Your Prospects From Fleeing in Fear

Smart Selling Tools

Listen and hear: Listening is not the act of waiting for mental cues that you can build your sales message around. Listening is an act of learning. Help your prospect understand the objections they might face from internal buyers. Inspire the buyer: The best way to inspire the buyer is to be the impetus for a change in their thinking. We live in a scarey time.

You Are Losing New Customers Before You Ever Talk To Them

Fill the Funnel

Key points to understand and act on:  77% of Executives are using their smartphones to research your product or service. Marketing Web Tools buyers executives mobile purchasing smartphones Are you spending your sales and marketing efforts in the wrong area? Are your prospects clicking away without action? They are on their smartphones. Are you prepared? How does it look?

Skype 140

Sales Tips: 8 Signals That Your Buyer Is Ready to Close

Customer Centric Selling

Sales Tips: 8 Signals That Your Buyer Is Ready to Close. Prematurely asking for the business puts undue pressure on buyers. If a seller covers all of the eight items listed below, and the buyer realizes there is a cost of delaying their decision, there are instances where they will volunteer to buy. If the first two acts are awful, a fantastic ending won’t salvage the show.

Announcing: Call for Submissions for the Top 40 #B2B Marketing Tools

Smart Selling Tools

Reach buyers where they live in social networks and online communities. Marketing Sales Tools/Product Reviews Act-On B2B CallidusCloud Chiefmartec DiscoverORg Hushly KnowledgeTree Marketing Technology Roadmap Scott Brinker ShowPad If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. In 2012 it grew to around 350.

Tools 51

Is Automation the Key to Modern Selling?

Smart Selling Tools

The July issue includes a number of articles I found to be quite interesting including but not limited to:  Why Being a B2B Buyer Is Different – Consumerization is a Poor Comparison By Tamara Schenk, The #1 Roadblock to your Prospecting Success by Bernadette McClelland, and 5 Questions to Assess Your Impact As a Leader by Keith Rosen. Click here to learn more and to subscribe. ignore it?

How Chaos and a Fallible Sense of Truth Impact Sales Opportunities

Smart Selling Tools

What and how your prospect thinks, does, and acts is also supposed to be within your purview. Salespeople want to control the sale and buyers want to feel that they are in control. Buyers are ultimately, always in control. The more choices the buyer has, the more likely status quo will win out. Then there’s the fact that information changes. Let’s pile even more on.

Balancing Your Buyer’s Two Fundamental Needs

The Sales Blog

Balancing Your Buyer’s Two Fundamental Needs is a post from: The Sales Blog | S. As you move closer to a commitment that would mean the client is required to act, the human needs for certainty and risk avoidance start to take precedence over other needs. Balancing Act. Anthony Iannarino. Have you ever had a prospective client who convinced you through their words and their actions that they were ready to move forward with you and your solution, only to later disengage completely from the you and the opportunity? There is a reason that this occurs. Growth. Questions. Buffer.

ACT 13

Breaking Bad News

Dave Stein's Blog

But waiting too long after the public announcement gives your competitor time to act. Buyers Leadership Negotiation Relationships apologize bad news sorryIt happens. You make a mistake in describing a specification or capability. You lose an important account to a competitor. scathing report circulates about problems with your company’s product or service. Either is a big mistake.

How Chaos and a Fallible Sense of Truth Impacts Sales Opportunities

Smart Selling Tools

What and how your prospect thinks, does, and acts is also supposed to be within your purview. Salespeople want to control the sale and buyers want to feel that they are in control. Buyers are ultimately, always in control. The more choices the buyer has, the more likely status quo will win out. Then there’s the fact that information  changes. Let’s pile even more on.

Your prospects aren’t in pain

Sharon Drew Morgan

When I hear sellers say that buyers have ‘pain’ I ask how long it would take them to get to the hospital with a broken arm. But buyers don’t buy ‘immediately’ and have had their problem for a period of time. If your buyer had pain, they would have fixed the problem already. Sales acts as if the buyer’s problem were an isolated event. 

Your prospects aren’t in pain

Sharon Drew Morgan

When I hear sellers say that buyers have ‘pain’ I ask how long it would take them to get to the hospital with a broken arm. But buyers don’t buy ‘immediately’ and have had their problem for a period of time. If your buyer had pain, they would have fixed the problem already. Sales acts as if the buyer’s problem were an isolated event. 

The Science and Art of Selling by Alen Mayer ? Blog Archive ? The.

The Science and Art of Selling

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ACT 18

Reading The Buyers’ Minds

Partners in Excellence

As sales people, we always are trying to get into our Buyers’ minds.  We want to understand what they are thinking, what drives them, how we can position ourselves and our solutions most favorably.  We constantly search for some insight about how to connect more effectively. I’m always fascinated by the machinations we go through to understand what’s going on in our Buyers’ minds.  We talk to each other to try to figure out, “What do buyers think?”  Chris is a Senior Buyer for a very large company in the Automotive industry. 

Forecasting closed sales: how you will know when a buyer will close

Sharon Drew Morgan

CAN WE KNOW WHEN A BUYER WILL BUY? Until or unless everyone who will touch the solution has added their 2 cents to the criteria for solution selection, and an entire change management plan has been developed, a buyer cannot buy. Sellers can’t control the buyer’s decision journey. How To Listen To A Buyer. CAN WE KNOW WHEN A BUYER WILL BUY? It’s a guess.

Turning Your Sales Process Into A Sales Magnet

Buyer Insights

Your sales process should also act as a magnet for your customers – it should add value for your customers and be capable of generating new levels of engagement and [.]. Featured How Buyers Buy Buying Process Coach Consultative Sale Customer Engagement Expert Salesperson Help The Customer To Buy Sales Process Trusted Advisor

A buying decision is a change management problem

Sharon Drew Morgan

Sales models to not have the capability to facilitate the buyer’s behind-the-scenes issues and activities to ensure they get the necessary buy-in to bring in an outside solution. But they should, because in the gap between the selling and the buying is where we lose our buyers, and they lose us. WHEN DOES A BUYER  NEED TO BUY. BUYERS LIVE IN SYSTEMS. They do!)

[Video] How can you create buyer urgency?

Julie Hansen's Sales Blog

“You need to create urgency with that buyer!” Maybe if you’re Criss Angel, but for the rest of us, this Acting Tip will help you discover and bring out the urgency in your prospect [.]. Acting tip” How many of us in sales have heard this from managers?? But can you really pull urgency out of thin air?

Guest Post: You know what your problem is?

Sharon Drew Morgan

In this case “turnover” acted like one of those Russian nesting dolls (one inside the other) that held all of the deeper problems and kept them out of sight. You think know your buyer. Reviews book buyer buyers new book sales sales cycle sales model solutionThis post was written by Eric Luhrs, author of BeDoSell and known for his model of GuruSelling. The Real Problem.

It's More Complicated Than That - Igniting Sales Transformation

Igniting Sales Transformation

Today’s buyer looks nothing like the buyers I first met when I began selling 25 years ago. We’ll Always Have Paris Sales Productivity Tips from the Experts 10 Ways to Increase Sales Confidence Random Acts of Kindness Spur Small Business Growth Synergize Telephone & Email to Improve Cold Calling Results Sales Influencer. Igniting Sales Transformation. Services. About.

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales

Sharon Drew Morgan

When I started up a tech company in London in 1983 and became a ‘buyer’ I realized the problem and developed a new skill set to migrate it. HOW SALES IGNORES BEHIND-THE-SCENES BUYER’S REAL ISSUES. realized all buyers must do this; and as I seller I had been sitting and waiting while buyers did this on their own, without me. Helping Buyers Buy. TERMS DEFINED.

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales by Sharon Drew Morgen

Sharon Drew Morgan

When I started up a tech company in London in 1983 and became a ‘buyer’ I realized the problem and developed a new skill set to migrate it. HOW SALES IGNORES BEHIND-THE-SCENES BUYER’S REAL ISSUES. realized all buyers must do this; and as I seller I had been sitting and waiting while buyers did this on their own, without me. Helping Buyers Buy. TERMS DEFINED.

FACILITATIVE QUESTIONS: QUESTIONS THAT FACILITATE CHANGE WITH INTEGRITY

Sharon Drew Morgan

My clients have achieved great success with the model: buyers buy in half the time as they immediately enlist the proper Buying Decision Teams and uncover their personal buy-in criteria; teams go through change implementations with collaboration and creativity and avoid resistance; leaders get buy-in and participation for initiatives easily; facilitators find the core of issues quickly.

Your prospects aren’t in pain

Sharon Drew Morgan

When I hear sellers say that buyers have ‘pain’ I ask how long it would take them to get to the hospital with a broken arm. But buyers don’t buy ‘immediately’ and have had their problem for a period of time. If your buyer had pain, they would have fixed the problem already. Sales acts as if the buyer’s problem were an isolated event.