Tell Your Customer What They Want

Employees and suppliers are only listening to customers and then doing what they’re told. The focus is on taking customer requirements and attempting to turn them into a to-do list. Mostly instruction questions are asked instead of outcome questions. Their heart is in the right place, but employees and suppliers are listening too much.

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Disruptive Selling: Make Them Feel Guilty

Any salesperson that outperforms his peers disrupts the sales cycle by showing the customer a unique fit for his company’s offering in the customer’s organization. This is only communicated effectively through well-crafted documents. Every single information deliverable has the potential to make a significant impact on the customer – you want this impact to be positive.

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