 | Strategic Selling - Jim Pancero
Jim Pancero cut his teeth in the late 70’s with IBM rising to one of their top sales reps. An expert on selling Jim defines strategic selling as your ability to communicate your value and competitive uniqueness throughout your entire selling process, “it’s more than an elevator speech.” Can you answer your prospect’s question “Why do I want to buy from you?” Jim explains how and why you need to be able to nail this question. He details the three skills sets you need to be a strategic seller. This podcast is so chalked full of valuable informati ...
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The Most Underutilized Strategic Advantage
You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but you feel you are ahead. At 11am, the Procurement Agent asks for three references to be provided to her by the end of the day. In a panic, you send a company-wide email in search of these referenceable clients. At 4:58pm, you get the three references from your colleagues and quickly send them out to the Procurement Agent. Whew! Mission accomplished! They wanted three references and you got it done. ...
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 | Communicating the Value of Your Services: Creating a New Reality
“…but I know it when I see it.”
- Potter Stewart, Associate Justice, United States Supreme Court
In writing his ruling on pornography, Justice Stewart probably sounded like so many of the clients you work with as a professional service provider. Since you are selling something clients cannot see or touch, they have a hard time knowing exactly what they are buying and what value they will get in return.
Thus, one of the greatest difficulties in selling professional services is helping potential clients to understand exactly what outcomes they get when they work ...
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New Strategy Selling
As we are all aware, getting to know the customer and understanding their needs is not a quick and easy process. Customers possess a hierarchy of needs which have to be uncovered gradually. This is why we need a new type of salesperson for a new type of customer.
So what does this new breed of salesperson look like? For a start he or she has progressed from the more traditional, ‘lone ranger’ approach of selling to a more team-based consultative style. Our research shows that a consultative salesperson needs to fulfil three basic roles, that of Business Consultant, Long Term A
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Don't Worry About Your Competition
(Let Them Worry About You)
"What, Me Worry?"
- Alfred E. Newman
Who are your closest competitors? How are you going to beat them? What makes you better than your competition? What are the differentiating factors between you and them?
You get asked these types of questions all the time from your prospects, your clients, and your internal staff. Don't overdo trying to answer them.
Reading service firm business plans and talking to service business leaders about becoming more competitive are a part of what I do every week. Invariably, I find that the people w...
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Quote of the day
The successful warrior is the average man, with laser-like focus.
-Bruce Lee
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