Sales Performance Motivation

Great website, looks very clean and organized. Kee...

2011-12-27T19:37:58.164+01:00

Great website, looks very clean and organized. Keep up the good work!

As a French fashion house founded in 1854, LV has ...

2011-08-20T09:41:05.862+02:00

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Eben pagan has released his new course guru bluepr...

2011-08-16T13:55:13.148+02:00

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You can learn much more about marketing by just listening to this guy talk. he is such an amazing personality. See as eben pagan releases his master class..
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http://www.salespider.com Best marketing site yet...

2011-07-18T03:04:55.363+02:00

http://www.salespider.com

Best marketing site yet!

2011-01-14T06:19:47.501+01:00

This comment has been removed by a blog administrator.

2011-01-09T09:17:08.461+01:00

This comment has been removed by a blog administrator.

Good Article

2011-01-06T20:24:02.295+01:00

Good Article

The ability to recognize and adjust to the prospec...

2010-02-15T03:36:39.212+01:00

The ability to recognize and adjust to the prospect is certainly critical to success in sales. You are right on the money.

Steve Waterhouse
http://www.waterhousegroup.com

The positive attitude is the only necessary thing ...

2009-12-07T07:43:29.363+01:00

The positive attitude is the only necessary thing required to achieve success.At such moment words of motivation can inspire people to lead ahead in life.

This sounds like a rehash of Gardner's multipl...

2009-09-19T16:49:01.382+02:00

This sounds like a rehash of Gardner's multiple intelligences. Everything that you mention is heavily g loaded, thus people are limited based upon their iq.

2009-09-19T05:18:45.660+02:00

This comment has been removed by the author.

Cheers David. Edouard

2009-07-22T20:08:24.881+02:00

Cheers David.
Edouard

Added value sales is something I have praticed for...

2009-07-11T00:10:19.077+02:00

Added value sales is something I have praticed for years!

Hi Andy, You ask a great question. I think the an...

2009-07-08T22:48:56.442+02:00

Hi Andy,

You ask a great question. I think the answer lies in creating a truly compelling offer. That means getting the buyer to clearly identify and then quantify his/her pain points. This is where the problem often resides. The rule is: BIG pain = BIG solution (I need it now and it’s worth a lot to me to get it resolved). Small problem = small solution (no burning hurry and it better not cost a lot). So selling then is all about Pain development. Help the customer to become more acutely aware of the importance of his/her problem(s) and the financial impact of each day delayed in getting it fixed. Then you can construct a winning proposal with a truly compelling financial justification.

Hope this helps. Best! David

Not sure I agree with the order but I think it'...

2009-07-08T22:25:18.143+02:00

Not sure I agree with the order but I think it's a style thing.

I don't discount- EVER! Give additional value- at no cost. I never discount.

To answer Andy's request about advice on #5 - ...

2009-07-07T15:20:23.239+02:00

To answer Andy's request about advice on #5 -

David's point about why now is where most sales people and sales management / leadership miss the opportunity to harness the 'Trigger Events' that create the sense of urgency.

McKinsey & Co. recently validated the importance of 'Trigger Events' in it's research of almost 20,000 people, in the three geographic regions, in five different industries.

The research showed that a 'Trigger Event' always comes before the decision making journey.

McKinsey provides a five minute interactive video on thier research here - http://ri.ms/wdpi

On many occasions, after experiencing a 'Trigger Event' and developing a sense of urgency, decision makers move through all five steps with a single supplier.

If you want that supplier to be you, you need to reach these recently motivated decision makers BEFORE THE COMPETITION.

One way to do that is to identify the 'Trigger Events' that create the sense of urgency.

If readers want to identify the best 'Trigger Events' for creating a sense of urgency around what they sell they can download the Won Sales Analysis template and instructions on how to use it here - http://ri.ms/5k1n

I look forward to learning what other comments people have to say about creating a sense of urgency.

Craig

David Need some advice on no 5. Particularly havi...

2009-07-07T14:49:38.507+02:00

David

Need some advice on no 5. Particularly having told us discounts as enducements are a no-no. What other tools do we sales guys have to drive the customer to a decision? This is where the "old" and the "new" model collide. It is all about who is in control.

Excellent advice as usual David

2009-07-07T12:07:08.466+02:00

Excellent advice as usual David

Thanks David. This is a new way of looking at sal...

2009-07-07T10:19:53.339+02:00

Thanks David.
This is a new way of looking at sales.But when reading your demo it looks so obvious that I thought: why did not I act like this before?

Promise, I follow your advices right away and I do believe my sales rate will climb the ladder!

Your post has some great information I think some ...

2009-04-26T22:35:00.000+02:00

Your post has some great information I think some business owners don't have the ability to prospect or cold call they need to invest in sales consulting or seminars to learn how to prospect effectively.

2009-04-15T07:09:00.000+02:00

This comment has been removed by a blog administrator.

Amazing...

2009-04-11T14:31:00.000+02:00

Amazing...

I totally agree that salespeople need to stop talk...

2009-03-19T16:04:00.000+01:00

I totally agree that salespeople need to stop talking and start listening. That's the difference between selling products and selling solutions. And selling solutions is the key in today's tough economy. A comprehensive understanding of customer needs and expectations can only be accomplished if you're listening, observing, and analyizing. Great article!

In my opinion listening is not stressed enough by ...

2009-03-10T22:29:00.000+01:00

In my opinion listening is not stressed enough by sales managers. Often times, sales people are so busy talking that they don't stop to ask what the customer is thinking to find out what they really want.

Hello David

As usual your article is crista...

2009-02-16T10:01:00.000+01:00

Hello David

As usual your article is cristal clear, makes lots of sense and is 100% operational.
I also enjoyed the picture in your post and the great title.
Keep up the excellent work
Alain

Sales Performance Motivation

Great website, looks very clean and organized. Kee...

As a French fashion house founded in 1854, LV has ...

Eben pagan has released his new course guru bluepr...

http://www.salespider.com Best marketing site yet...

Good Article

The ability to recognize and adjust to the prospec...

The positive attitude is the only necessary thing ...

This sounds like a rehash of Gardner's multipl...

Cheers David. Edouard

Added value sales is something I have praticed for...

Hi Andy, You ask a great question. I think the an...

Not sure I agree with the order but I think it'...

To answer Andy's request about advice on #5 - ...

David Need some advice on no 5. Particularly havi...

Excellent advice as usual David

Thanks David. This is a new way of looking at sal...

Your post has some great information I think some ...

Amazing...

I totally agree that salespeople need to stop talk...

In my opinion listening is not stressed enough by ...

Hello DavidAs usual your article is crista...

Hello David

As usual your article is crista...