In football (or soccer, depending where you live) one of the former favorite game tactics used to be “kick & rush”. You can describe it with getting the ball as quickly as possible in front in the opponent’s end zone, using long kicks, quickly passing the midfield, to strike a goal within minutes or rather…
Tag Archive: Sales
Own Your Plan – Or Get Owned By Your Competition
Hey Dude, you might have the best product in the world and you still are not selling? In Monday Morning Sales Meetings you look around you and see other beaming with glory about THEIR sales last week? The worst, deep inside you know that you are are below your OWN expectations?
One of the biggest reasons why people struggle to reach their business dream is that they have none. They don’t know where they want to be, except that it should be more. They go with the flow, the daily groove, without a plan or strategy for their own professional life.
Successful Selling To Small Business Owners & SME [u]
Small businesses differ from larger corporations. Not just the size of their business differs, also the way they make purchasing decisions.
Small businesses really have only two levels of management within their organization: The owner and their trusted advisers: Members of the family and friends. To sell to entrepreneurs you must consider their circumstances, their thinking, and mostly their values in doing business. Become part of their ecosystem to participate in getting business from them in return.
Cold Calling Charisma – be superior, sound superior!
just knowing the words you say on the telephone when prospecting new clients may not be enough to succeed. Tone & voice are more important than anything in your pitch. The portrayed vision of yourself is not compelling enough, to get your message across.
Pass the Gatekeeper on a Cold Call – PART II
The key element and certainly necessary to get ahead in the sales process, is to reach the decision maker. Strategies to pass the Gatekeeper. In this article we talk about an alternative approach.
Pass The Gatekeeper on a Cold Call – PART I
The key element and certainly necessary to get ahead in the sales process, is to reach the decision maker. A decision maker is a person who can say yes, even though everyone else said no. A decision maker can overrule anybody. That‘s the person you should be aiming for.
Depending on the size and structure of the company, these decision makers are very senior executives. It does not need to be the CEO, as it clearly depends on the value and size of the proposal.
In 99% of all senior executives, true decision maker has an assistant or secretary. If they don‘t, it is safe to suggest to re-evaluate that you are really speaking to the decision maker. While assistants are a clear indicator that we are about to speak to someone who is in a higher command of the prospects‘s company, it is also a pain and a barrier.
The Easy Sale; Address Matching Prospects
Success and failure often lie close together, and most often depend on your decision where to spend our most precious resource – time. We can either chase prospects, working up the food chain, to the decision making level – or start at the top right away, filtering through to the lower (operational) level in time. I have been to my first “Exchange” Events in Brussels, and what can I say? Is there a better way to approach “hard-to-reach” decision makers?
The Biggest Challenge In Modern Prospecting: Selling Against The Status Quo
The status quo describes the situation when the prospect is happy with what he has. The prospect is happy with the current supplier; the company is happy with what they have got. They see no reason to change a running system.
In this situation you don‘t compete against a competitor, but against the status quo. Where prospects see no need to have a „need“ in the first place, it is difficult to argue the benefit.
So how do you deal with that?
Sales Prevention And Purchasing Objection – YOU!
What is the true reason for prospects who object to the purchase in the very end? Price is the very most objection – and also the most false objection ever in sales. It‘s just too easy to say „there is no budget left“ or „the price is too high“.
In reality this is the sign of the following:
* The perceived value of the offered product or service doesn‘t match your price.
* The risk of purchase is too high; unsure if needs will be satisfied with purchase.
Perceived value of your offering is in direct connection to the perceived risk of the purchase. Price is not an issue. Perceived value and perceived risk are. Price is a symptom.
5 Minutes Is A Lifetime In Sales
In 1999 in the UEFA Champions-League, Bayern Munich lost in the final by one goal against Manchester United. All fans around the world who have watched that game went through some heavy emotions. On both sides. Munich was leading with one goal until the end of the game after 90 minutes, fans in Germany already celebrating. Free beer in pubs were handed out and champagne already opened in some of the more posh bars. However, in injury overtime, Manchester scored 2 goals in just 2 minutes, emerging as the winner of the match; winning the Champions-League final.
The coach of the team, Sir Alex Ferguson, has achieved something every sales director or CEO must achieve within their teams.