Successful Sales Conversations
Successful sales conversations require you to share the capabilities of your product or solution. However, if you just right to what your product is, you miss the opportunity to make your customers the hero. Instead, by leading with a detailed description of your...
Risk Aversion in Sales – it works
Sellers are taught to sell the benefits of their product or solution. While is this good advice and must be done, it’s only part of the story. Research from Nobel Prize winner Daniel Kahneman on decision-making shows that risk aversion is a more powerful...
Ideal Customer Focus for Sales Success
Sellers today are faced with many challenges. The competition is tough. Buyers are more difficult to reach, and when you reach them, they are distracted. And Status Quo Bias is real and it’s a formidable foe. Research says that 85% of the deals in your...
Unique Differentiators – can you articulate yours?
Sales professionals know they need to focus on their unique differentiators. However, many salespeople focus their conversation on what we call “table stakes.” This means they are talking about exactly what their competition is talking about – not...Connect With David
