“A wise man will make more opportunities than he finds.” – Francis Bacon
Although this quote didn’t originally apply to salespeople we feel that it captures one of the key characteristics of high performing sales people – that they are proactive and make things happen by stimulating demand.
Recently whilst visiting a top 100 global branded company that I work with I heard that the new sales methodology is to, “Challenge your prospect”! It wasn’t just the sales managers who said this but the sales director as well so therefore it must be true! It’s amazing how many people out there like to talk about the latest thing in sales technology or communication that we, as a sales consultancy should be doing.
What do you think about this new methodology? I can understand it. Prospects don’t want sales people that just say yes as not only can it be condescending and disingenuous, but sometimes might not even be the truth. Of course we need to challenge Continue reading
‘The trick of earning trust is to avoid all tricks,’ from the The Secrets of Consulting by Gerald Weinberg
Fredrik Sandvall, Principal Consultant at SBR Consulting talks about how the above quote can help you with your professional selling.
Who has not heard of the term ‘trusted advisor’? Many claim that you cannot be in sales and at the same time be a trusted advisor. How untrue! Quite on the contrary, it is SBR Consulting’s belief that if you can earn the trust of your clients, you will embark on a very successful sales career where relationships will be a joy. Continue reading