It’s a time of eroding trust in big business, government, and media as reported by the 2018 Edelman Trust Barometer. The average trust in search engines and social media platforms has dropped. Even peers (i.e., “a person like yourself”), once touted as the most credible source of information has declined considerably.Read More
Long gone are the days of the "used car sales" approach (with apologies to any colleagues selling cars). Today's buyer is a different breed.
Thanks to the digital explosion, the sales process is now in the hands of the consumer—no matter what you may think. This new "consumer in charge" phenom begs the question—are you selling in the manner in which your consumer wants to buy?Read More
Ask any small business owner how s/he feels about selling and you’ll get a sour lemon face. Few SBO’s really embrace and enjoy the sales process. Consequently, they are “sales reluctant” and their avoidance of learning how to sell in the 21st century is killing deals.
If a potential client were to ask, “What's in it for me?” during a critical point in a purchasing conversation, how would you respond? Discover the answer to that question and watch your sales grow.
If the thought of "selling" produces instant nausea, it can only mean one thing: loud, fast-talking sales people clad in plaid slacks, striped shirts, and wide ties sporting a food stain was likely your sales experience. Is it any wonder you're left with a bad taste for selling? Couple that with years of a good economy where products and services literally sold themselves and it's easy to see how sales systems may be a bit anemic.