This is the first in a series of articles that explores each key building block of Outcome-Centric Selling® - and provides simple, actionable guidance … [Read more...] about Outcome-Centric Selling: it starts with the issues
Why should salespeople focus on their customer’s business outcomes?
In my last article, I suggested that our prospects aren’t really interested in our so-called “solutions” - what they really care about is achieving … [Read more...] about Why should salespeople focus on their customer’s business outcomes?
Your prospects really aren’t interested in your “solutions”
“Solution” is possibly both the most over-used and the most misused word in many salespeople’s vocabulary. Hundreds of books have been written on the … [Read more...] about Your prospects really aren’t interested in your “solutions”
There’s no point in teaching salespeople technique without also teaching them how to think
An earlier version of this article was initially published on LinkedIn. Most traditional sales training primarily involves the teaching of technique … [Read more...] about There’s no point in teaching salespeople technique without also teaching them how to think
Is your sales training a “body without a soul”?
The Roman philosopher Cicero believed that “a room without books is like a body without a soul”, and I believe the same can be said of any sales … [Read more...] about Is your sales training a “body without a soul”?
Which accounts have the greatest growth potential?
This blog was originally published in the November edition of Top Sales Magazine. You can find a link to their website at the bottom of this article. … [Read more...] about Which accounts have the greatest growth potential?