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...
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...
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...
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...
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...
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,...
