From Wikipedia: In mathematics, an equation is an equality containing one or more variables. Solving the equation consists of determining which values of the variables make the equality true. Your sales equation might look like this: good price + right product + favorable terms + good relationship - competition = win. And like Wikipedia says, determining the values is what will … [Read more...] about The Other Side of the Selling Equation
Archives for December 2014
Most closing strategies assume that you developed the correct selling strategy for the opportunity and properly executed effective tactics. Closing then becomes the natural result of the strategy and tactics, and done right, it is seamless and predictable. Of course, it usually doesn't work that way Take a look at your won/lost ratio. It's your professional batting average and … [Read more...] about The Difficult Close
You can’t get lists out of your life - we depend on them. Before writing this I did a bit of research on the history of lists. Belle Beth Cooper in her wonderful article on lists says, “We pack all the madness and ambiguity of life into a structured form of writing. In short, making lists is a great way to increase our overall happiness and feel less overwhelmed.” Beth’s was th … [Read more...] about 20 Reasons to Share Your Sales Process with Your ComputerReason No. 2 – Because It’s the Best List Manager on the Planet!
Well right off the bat, computers are cool. Every salesperson has one in some form or another. The choice is not limited to laptops or desktops—might as well include smartphones, tablets, phablets, ultrabooks, chromebooks and, of course, pads and pods. And now there’s wearable computing—soon salespeople will be looking through Google Glass, and reading their schedule on their iW … [Read more...] about 20 Reasons to Share Your Sales Process with Your ComputerReason No 1 – Because It’s Cool