Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The New Question Buyers are Asking Today ...

It's not that long ago that in B2B markets, the main source of information for buyers was through salespeople. Now, buyers are swamped with endless information and solution options. So the traditional role of the seller as a bridge to information has largely disappeared. Now buyers are asking a new question: are you worth talking to?

Salespeople today are only in the "good advice" business, but if you think about it, most of us are very slow to take advice from anyone, especially a stranger, which is what you are early in the conversation. Answering this question involves acquiring domain knowledge, diagnostic capability and solution prescription skills. But it goes further... We have to show good intent by doing this: see beyond the deal. Help prospects to make better decisions for their business even when they don't use us. This is the opposite of the traditional, always-be-closing sales pitcher.

Action Point This Week:
Stand back and ask yourself this question: what can a buyer achieve by talking with me that will be of greater value than information or advice received through any other channel?

enquire@salesvirtual.com

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Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The New Question Buyers are Asking Today ...

It's not that long ago that in B2B markets, the main source of information for buyers was through salespeople. Now, buyers are swamped with endless information and solution options. So the traditional role of the seller as a bridge to information has largely disappeared. Now buyers are asking a new question: are you worth talking to?

Salespeople today are only in the "good advice" business, but if you think about it, most of us are very slow to take advice from anyone, especially a stranger, which is what you are early in the conversation. Answering this question involves acquiring domain knowledge, diagnostic capability and solution prescription skills. But it goes further... We have to show good intent by doing this: see beyond the deal. Help prospects to make better decisions for their business even when they don't use us. This is the opposite of the traditional, always-be-closing sales pitcher.

Action Point This Week:
Stand back and ask yourself this question: what can a buyer achieve by talking with me that will be of greater value than information or advice received through any other channel?

enquire@salesvirtual.com

Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The New Question Buyers are Asking Today ...

It's not that long ago that in B2B markets, the main source of information for buyers was through salespeople. Now, buyers are swamped with endless information and solution options. So the traditional role of the seller as a bridge to information has largely disappeared. Now buyers are asking a new question: are you worth talking to?

Salespeople today are only in the "good advice" business, but if you think about it, most of us are very slow to take advice from anyone, especially a stranger, which is what you are early in the conversation. Answering this question involves acquiring domain knowledge, diagnostic capability and solution prescription skills. But it goes further... We have to show good intent by doing this: see beyond the deal. Help prospects to make better decisions for their business even when they don't use us. This is the opposite of the traditional, always-be-closing sales pitcher.

Action Point This Week:
Stand back and ask yourself this question: what can a buyer achieve by talking with me that will be of greater value than information or advice received through any other channel?

enquire@salesvirtual.com

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.