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 85

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 77

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 26

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 81

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 92

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 84

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 30

Sales Tips: Do Your Buyers Have A Sense Of Urgency?

Customer Centric Selling

Sales Tips: Do Your Buyers Have a Sense of Urgency? In stark contrast, buyers frequently drag their feet before making decisions to spend money. This discrepancy in decision timeframes can cause sellers to close prematurely, offer discounts to accelerate decisions and pressure buyers. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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 26

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. 

Sales 32

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.

Buyer 83

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 18

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.

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.

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 12

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 12

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.

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?

How to Improve Your Sales Presentations

Pipeliner

Why do some salespeople seem to effortlessly captivate their buyers, while others struggle just to keep them awake? What an ocean of research has identified is that the way something is presented shapes how it will be perceived and whether it not it will be acted on. What makes someone an effective presenter? In other […]. Sales Strategies sales presentations salespeople

How To 157

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?

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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?

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.

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.

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.

Buyer 16

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 48

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 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.

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

The Science and Art of Selling

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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.

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. 

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

ACT 28

Write Content That Facilitates Buying Decisions

Sharon Drew Morgan

Content is written with different reasons in mind: for Buyer Personas to learn about your solution as early along their decision path as possible; for brand recognition; to gain followers; to make a sale. By sticking to data push, you’re missing an opportunity to make your content an interactive experience that enable the act of decision making. But do you know why they’re reading it?

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.

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.

[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?

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.

Write Content That Facilitates Buying Facilitation

Sharon Drew Morgan

Content is written with different reasons in mind: for Buyer Personas to learn about your solution as early along their decision path as possible; for brand recognition; to gain followers; to make a sale. By sticking to data push, you’re missing an opportunity to make your content an interactive experience that enable the act of decision making. But do you know why they’re reading it?