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Why Your Sales Stages Don’t Really Matter

by Bob Nicols | Feb 19, 2015 | Consultative Selling, Enterprise Sales Process, Sales Coaching, Sales Methodology & Process

Sales Stages are a hot topic these days. The Opportunity Stage includes triggered learning, content delivery, playbooks, and activities. But is that really meaningful? In many cases, the answer is no. Static Selling Vs. Dynamic Buying Even in the most thoughtful...

Leadership Requires Knowing When You’re Wrong

by Ray Bonis | Mar 25, 2014 | Consultative Selling, Leadership Development

As I sat in a meeting with a prospect, the conversation started morphing. Their voice began hitting my ears like the sound Charlie Brown’s teacher made. “Wa wa waa, wa waa, wa wa wa waa.” It was obvious from the very beginning of the conversation...

Sales Tips: Meeting Changing Needs

by Bob Nicols | Sep 12, 2013 | Consultative Selling, Sales Tips

A competitor changes one of your prospect’s needs by providing a product with a capability your solution doesn’t possess. That’s right. It’s something the prospect now says they want. And there’s nothing on the horizon with your R&D...

B2B Sales Process: Understanding the Customer’s Business

by Bob Nicols | Mar 28, 2013 | Consultative Selling, Customer Focused Selling

I’ve seen many organizations spend countless man-hours and dollars making certain everyone on their sales team fully understands their company’s product and service offerings. “Product specialists” with a significant depth of knowledge on...

Selling Techniques: Forget, at least for awhile, what you sell

by Bob Nicols | Apr 4, 2012 | Consultative Selling, Qualifying Opportunities, Sales Tips

“To a man with an ax,” says an old African proverb, “everything looks like a tree.” A corollary observation might be: “If you’ve got an ax in your hand, all you notice is trees.” That’s fine if your customer’s...

The Granddaddy of all Closes Continued…

by Bob Nicols | Apr 2, 2012 | Closing Techniques, Consultative Selling, Customer Focused Selling

Our March 7th post about closing techniques prompted an interesting and thought provoking response from a reader. We thought many of you would enjoy the exchange. Reader Question/Observation: Okay – so this guy is on track but it could be done better. Asking,...
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