How to sell when you're not a salesperson

One of my relatives is a lawyer. He recently joined a new firm and had an interesting story to tell. He’s a compliance expert, and not too long ago, a potential client called asking for help with a tax issue.

Our customers don’t know what they don’t know

Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process.

How to make complex sales as simple as possible but no simpler

In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.”

This same principle applies to the sales profession. An overly complex sales system wastes time and money. But an overly simple sales system, ironically, does the same.

Can a sales process help sell value?

Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays a role. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process.

How to make your sales process as compelling as a tree

There’s an Oxel tree standing beside an ancient fisherman’s shack on the Swedish island of Gotland. Although the shack is just a single room with no amenities, and the tree is just a tree, there is something about the sight and the energy of the place that compels me.

This is why some B2B customers are still buying in the current climate

There’s no doubt that the vast majority - if not all - of discretionary, could-put-it-off until later B2B purchases are being deferred in the current climate.