The Worst Question to Ask a Customer

So many sales people ask me about what is the best question to use in selling. I have shared my all time favorite one – I called it the Million Dollar Question – and I shared it a while back on this site.

Yet, the biggest mistake made by sales people is to ask the “wrong” question which challenges the intelligence of the customer. This question surprisingly is triggered by one word. When you use this word at the wrong time to begin a question, you have opened up “Pandora’s box” and you are about to get bit where you don’t want to be bitten – in your bank account.

You’re probably wondering at this time, just what is this powerful yet negative question?

The worst question you can ask a customer is…

Read more…

The Magic Statement for Getting Decision Maker Attention

Recently, while moving offices, I found this amazing Attention Grabber statement. (Actually found the banner – more later, keep reading) It fits the new “models of selling” coming out from several directions. Yet, the truth is – it is really just plain old common sense.

To often we get caught in learning “Ninja” tactics and special “hypnotic” methods to get the attention of our prospects and customers. And, then they figure out it is just more stuff about us or our product – not about them.

In Sales 101 we learned about the customer’s favorite radio station – WIIFM. Yet, we have a tendency to change the channel too often whereby the “Me” is really “You” and not the customer. The station the customer is looking for is the one that is ALL ABOUT THE CUSTOMER AND THEIR NEED.

So, here is the statement that is guaranteed to capture the attention of any human being who is looking for a real solution to their issue…

Read more…

How Discover the Information You Need

Since I am a total proponent for the Questioning Model in Sales, how do you use this model to learn the Information you need to successfully make the B2B sales?

Obviously, you use questions during your discovery process as you want the prospect or customer doing most of the talking. Their answering questions allows you to learn about what is going on within their organization.

Note: even the very best b2b sales superstar is NOT an insider for the prospect or customer company. While it is important to have a coach or champion who wants you to win the account, not all the time will you have this person in place. And, sometimes (this has definitely happened to me) your inside champion leaves or is promoted away from your target area.

Now what do you do?

You plan your questions carefully to uncover the answers to several important pieces of information.

Read more…

Barriers to Overcome to Get Decisions to Buy

To continue the theme of why it is getting harder to be successful in b2b sales today, I thought it would be a good idea to clarify the barriers to decision making for you.

Most of these barriers are connected to the major theme for the decision makers today – job security. With the possible exception of the Great Depression in the 1930’s job security has never been this important – across the board.

Therefore, new strategies and focus must be added to your b2b selling skills box of knowledge. It is a time for wisdom to take a higher position or ranking in the minds of b2b sales people.

So, here is my list of barriers to the Decision Makers…

Read more…

10 Reasons – Why People Buy

While looking through some old notes during the holidays, I found this handy list of 10 reasons or basic needs used by people to buy. And, I thought you may find the list interesting and helpful when selling to the individuals within an organization.

Here are the top ten reasons – Why People Buy

Read more…

Three Elements of Persuasion

Persuasion is  one of the most important traits every b2b sales person must possess. However, it also seems to be one of the most misunderstood success habits in the b2b sales person’s arsenal.

The interesting thing about persuasion is the Greeks figured it out back in the 3rd Century. The famous Greek philosopher – Aristotle – pointed out there are three key elements to the persuasion. When you understand the three elements, you will understand how to use persuasion every day.

So, here is what Aristotle determined back in the 3rd Century…

Read more…

Four Critical Points for Presentations and Proposals

Today I want to share a two-for with you covering both your presentation points and your proposal or conceptual agreement section. This points are critical relative to your persuasion skills and particularly your ability to lock down your credibility with your customer.

By the way, these four critical points all require you to be using the Questioning Model of b2b Sales as your primary sales strategy. When you are using this model on a routine basis, your ability to cover the four critical points will become very simple.

And, as I stated in the title and knowing how to deliver these four critical points makes your presentations and your proposal sing in the ears of your customers.

So, here are the four critical points you will need to use in every presentation and proposal to increase your probability of b2b sales success…

Read more…

Know the Difference between Advantages and Benefits

It continues to amuse me regarding the overall lack of understanding between an advantage and benefit your product or services offers a customer.

In fact, the lack of understanding regarding these terms often lead to lost sale opportunities.

How does this happen? When a sales person does not understand the difference, they will first confuse the terminology and second they will either confuse or lose rapport with the customer.

So, what is the difference between an advantage and a benefit?

Read more…

Five Ways to Drive Your Value with Prospects

Occasionally I’m asked about how do you show to a prospect or customer the added value to their organization. In fact, many b2b sales people want to know how to show value added in the first place.

So, today, I’m going to share five things you can do to help your customer or prospect see the value you bring to the process. First thing however is to remember this – you will make the difference in value. It is not fancy power point slides or slick graphics or cool looking brochures making the difference. IT is all about YOU and how you show your expertise.

Now for the big five ways to drive your value with prospects…

Read more…

Four Keys to Educating a B2B Buyer

Often I’m asked about how does a sales person educate a buyer to help them make a better decision. Most b2b sales people take a frontal assault to educating their buyers, which can be a fatal mistake regarding any future sales.

Now, don’t get me wrong. Most buyers want some education if for no other reason than to know they are capable of making a good decision. Included in their thinking is education is simply unavoidable and must be done.

However, education of buyers needs to occur within specific conditions and according to maintaining a favorable relationship between the buyer and the seller. Therefore, these four conditions or keys must be observed and followed…

Read more…