In a previous post I told Jim’s story about how he self-sabotaged his sales with a client. Jim was a client of mine who was already successful in sales. He had doubts that the Intentional Selling™ program could add anything new to his sales results. But he gave it a good try anyway, with much encouragement.
He ended up gaining new respect – and new sales – from his client. Had Jim continued to work under his previous assumptions about the client’s needs, without delving deeper into the discovery process, he would have missed a big opportunity.
Anytime you operate … Read More
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Sales professionals clearly understand the need for structure and process for the delivery of their products and services and yet, many of the smart sales people I talk with don’t have a clear process for selling. Having a clear sales process is very important and here’s why.
A clear sales process allows professionals to be who they are and to demonstrate their expertise during the selling process. For example, in all our sales training we incorporate a 6-step process that easily aligns the selling process with your identity as a consultant.
The 6-step sales process is a framework that guides … Read More
As service professionals, one of the ways we help our clients create breakthroughs is to raise their awareness of the assumptions and beliefs that sabotage their results and limit their potential. Many times, sales people aren’t even aware of their own assumptions about selling, or about their client’s needs.
In my coaching work, this is one of the first things I address with my clients. What are you assuming to be true, without examining it in light of the current situation and/or client? Even the smartest, most brilliant sales professionals are amazed at the ways in which they actually undermine … Read More
A big mistake some professionals make is confusing marketing with selling. In my work with Partners in Performance and as an Intentional Selling™ coach, I have met many professionals who are not crystal clear on the distinction between marketing and sales.
They see marketing as a way to avoid the dreaded job of selling their services. This resistance to sales is illustrated below.
One of the former “Big 5” professional services firms responded to fierce competition by rolling out a sales coaching program for their associates and partners in North America. As one of the coaches involved, I quickly learned … Read More
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