Are You Self-Focused or Customer-Focused?

Recently I attended a sales workshop – even the people who teach go to learn more – and one of the topics emphasized during the session was title question -Are You Self-Focused or Customer-Focused?

What a great question to ask yourself. What is your answer – self or customer focused?

The difference is critical is you want to join the ranks of the b2b sales superstars. They know the answer is being customer focused.

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Number One Skill in B2B Sales is Questioning

To join the ranks of Sales Superstar, You must learn to ask Questions – early, often and late. I realize that some of you believe the early, often and late is about closing the sales – sorry, that is old school selling! Today’s superstar sales person masters this skill and uses it to gain a competitive advantage.

The big issue is this – the average sales person has a tendency to talk too much in a sales situation. Yes, they talk too much and actually bore or confuse the customer. Why? Because the customer also has an opinion about how things are going and what is important to them. Remember this:

“The Customer Will Believe Their Thoughts over Your Statements!”

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