Are you selling your service or delivering a solution?

How many times have we seen a seller show up on our doorstep and start selling? In the words of one colleague they “show up and throw up”. This often happens
with new reps as they are typically taught all about presenting but not a lot about exploring the buyer’s situation. And sometimes it is in response to the buyer who says “Show me what you’ve

Yet this is where so many go …

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Principle or Process Which is Most Important

Chris Banzet posted a question recently on a LinkedIn Group, BASICS Sales that asked “Principle or Process which timeless”. If you are like me you’ve answered the question.

I answered Principle. As I believe processes change. I have learned –Xerox Selling, Solution Selling, Wilson Counselor Selling, Miller Heinman and others. And each of
these processes has delivered valuable tools to move the sale forward. But in my mind principle is timeless because while processes change the principle of …

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The Gift of Feedback

I am a Toastmaster and I have discovered that it is a great organization for developing leadership skills as well as speaking skills.

One of the most powerful tools a leader or manager has is the ability to deliver feedback that helps the employee improve; while not discouraging them. If you have experience in managing people you
recognize the dilemma. You see Steve showing up on a sales call and telling the story without conducting good Discovery. As you provide feedback you notice that Steve crosses his …

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