Process & Method Archives

Process & Method

The sales process are the steps you take to make a sale from start to completion. A sales methodology is how you sell and reflects who you are as a business in order to drive sales. Examples of sales methodologies include SPIN, Solution, Conceptual and Inbound.

The History of Sales Methodology – Part 3 (1990s – 2010’s)

Methodology 0

Sales is one of the oldest professions in the world but where did it all start? Part 3 covers the 1990s – 2010's and the selling methodologies during this period included Relationship Selling, Solutions Selling and the Challenger sale..

How Do Salespeople Sell Insights?

Presenting & Objections 0

Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?

The “So What” Card

Presenting & Objections 0

During your presentation dry-run, ask your colleagues to play the role of the customer. Every time you make a statement, particularly one which relates to your business or your solution, anyone in the room should be encouraged to hold up their ‘So What’ card,

How Customer-Centric Is Your Value Proposition?

Prospecting & Leads 0

Sales and marketing people have been bandying around terms like Value Propositions, Unique Selling Proposition, Unique Value Propositions for decades. But, unfortunately, they still mean different things to different people. And they have been misused for too long.

Why You Need Create Opportunities and Not Just Find Them

Business development 0

Finding new opportunities and creating them are two different outcomes. Creating new opportunities requires a different approach. If you aspire to be a trusted advisor, you need to demonstrate why and how.

Sales and the “new normal”: virtual prospecting during COVID-19

Prospecting & Leads 0

Many well-established businesses used to have most of their processes in person, often making the most of events and trade shows. In addition, successful enterprise teams take time to develop and train until they produce results. How does that translate to purely digital?

The Answer Is Always No, Unless You Ask.

Negotiation & Closing 0

The biggest secret to winning business is to ask for the business and the biggest choke-hold to asking, running in parallel, is fear.

Objection Handling – The Special Sauce

Negotiation & Closing 0

Most sellers say they're handling objections correctly. If your objection response strategy is sound and you've practised it. Then you and your team should be able to handle 'standard' objections with ease in your everyday selling situations whenever they come up.

“I don’t have budget” – what to do next

Negotiation & Closing 0

You’re with a prospect and they have a need—yet they are saying your solution is too expensive. You’re concerned they will look elsewhere.

21 Sales Myths Busted

Process & Method 0

Don't get siloed with who you know, network trade shows, online groups and always be connected around shared interests. Trust me - go do the research.