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Posted by on in Sales and Marketing
The easiest way to lose trust with your customer is by making promises you cannot keep. No one wants to intentionally lie but frankly many people in sales are not completely truthful with their clients. Why? The biggest excuse I hear is that they are afraid to be negative with their client. They think that if they don’t tell the client what they think the client wants to hear then that client or prospect will go somewhere else. That might be true in some cases but wouldn’t you rather be the salesperson who exceeds your customers’ expectations rather the one that disappoints the customer? A skilled salesperson knows how to manage the customer’s expectations and then over deliver on those expectations. No one likes to say no. You want to say yes to everything so that you customer will decide to go with you and your product or service. You really...

Posted by on in Sales and Marketing
There is a paradigm shift in sales. And why is this happening? According to Dan Pink in his book “To Sell is Human” it is because we have gone a world of Caveat Emptor (buyer beware) to one of Caveat Venditor (seller beware). Information is readily available on the Internet and sellers no longer have the upper hand. The old term in sales, ABC (Always Be Closing) has been replaced by consultative selling. Now it is important to help identify needs and then assist the buyer in finding solutions. In the past salespeople were taught to concentrate on making the sale and closing the sale. However, today’s buyers are no longer willing to be sold. Linda Martin, founder of Resource Associates Corporation said, “People do not like to be sold but they sure like to buy”. Doesn’t it make sense then to assist the client in the buying decision rather than...

Posted by on in Sales and Marketing
Becoming a trusted advisor is a process that is built on credibility, trust and respect. Many business advisors and sales consultants talk about how they want to be a trusted advisor to their client. For some, achievement of that objective for some will require a paradigm shift in conduct of the buying selling process. I have recently read Dan Pink’s book, “To Sell is Human”. In my opinion this goes to the heart of being a trusted advisor. Those who remember sales from years ago remember ABC which means Always Be Closing. This is a tactic no longer works in today’s information rich environment. Using gimmicks to get sales in the past was based on the fact that the seller had a deal or that the buyer did not know what the seller knew. Today we buy things from the Internet. In fact anything a buyer wants to know is on...

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