I've been speaking with sales leaders lately about adoption of sales methodologies – specifically, how to "sell" them to their own sales teams. One thing that became apparent to me following these conversations was that getting buy-in for a new sales methodology is very similar to selling a solution to a client.Anyone familiar with our own sales methodology here at Ninety Five 5 knows that we're big proponents of understanding where the customer is coming […]
Zebras have stripes so the lions (and other predators) can't tell them apart. When you're trying to pick the best one, it makes for a difficult choice if they all look alike. Do you stand out? Or are you just another sales professional in the herd?One of the best ways I can think of to stand out is to really understand your clients and demonstrate this understanding. Notice… I didn't say, really understand your product or service […]
I'm in picturesque Broadstairs, England to offer you a thought for the day: Deliberate practice and "sharpening the saw."
Here's the latest in my continuing series featuring Ninety Five 5 team members. The interviews consist of light questions for the most part, and are meant to be fun -- but also allow readers to get to know the good folks here at Ninety Five 5. Meet sales guide Bill Rust! Tom: You've traveled, lived and worked extensively overseas -- what are some of those highlights? Bill: Living overseas in several countries allowed me to assimilate into society, getting to know the peo […]
Are you interested in finding opportunities that lead to more profitable sales? If so let's start with an exercise. Consider the past six months and think about the following questions: How much of your prospecting time was spent browsing for RFPs in tender databases? How much time was spend by you (and extended team) responding to these RFPs? How many of these opportunities were won? Of the opportunities that were won how many delivered the profit margins you are happy with […]
Joe Thomas, reporting from South Africa, urges sales professionals to call out the "elephant in the room" (also referred to as yellow lights or obstacles) when you see them -- clear things up between you and the client fast.
Have you ever made a sales call, presented what was an obvious advancement in terms of innovation, quality, efficiency and price, only to walk away without the sale?If so there's a good chance you've met the competitor known as habit. Habit, even a costly one, can stop a buyer from switching to your product more thoroughly than any competitor's feature set or low ball price ever dared to.When you encounter a prospect or market segment that's unwilling to listen to l […]
Every other week or so I'll be interviewing a Ninety Five 5 team member. They'll be light questions for the most part; meant to be fun, but also allow readers to get to know the good folks here at Ninety Five 5. Meet sales guide Dennis Susa. By all means add to the questions in the comments sections -- because they certainly don't end here! Tom: Dennis, this interview technically counts towards your 15 minutes of fame, so make every minute count! Starti […]
Someone I know gives away money. That’s right, once a week he randomly gives away money for anyone that signs up for his web site. Why does he do it? He is a firm believer in the Law of Attraction such that when you do something good the world conspires to reward you in return.I am not convinced of all the concepts behind "The Secret" myself but that is just my personal opinion. What I am convinced of is that some of your success in your personal life and career are […]
With the goal of generating new business, Tim decided to complete a Move Off Your Own Solution (MOYOS) tool to identify how one of his company’s newest products could address issues customers are trying to address. He started by asking himself what problems and/or desired results would the customer have to experience to make the solution compelling and then went into depth. He saw how he could develop a storyline and use diagnostic questions to help with his inquiry […]