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Category Archives: Customer Focus

Blog > Archive by category 'Customer Focus'

Sales Objections

July 20, 2010 – 3:32 pm

I was running a Resolving Objections workshop a few weeks ago and I always start by getting the group to call out the most common objections they face and I write them on a flipchart to work with later in the day. I always jot down the objections after the workshop and I have noticed [...]

By John | Also posted in Handling Objections, Sales Attitude | Tagged empathy, gathering information, qualification, questions, sales competencies, sales person, value proposition | Comments (0)

The Art of Sales

June 8, 2010 – 12:40 pm

To me, the key skill of a sales person is questioning, being able to get the customer to give you all the information you require to enable you to deliver the order-winning proposal. After all, selling is a game and the gaining of information like searching for all the pieces of the jigsaw puzzle to [...]

By John | Also posted in Coaching, Training | Tagged empathy, gathering information, question checklist, sales competencies, sales person | Comments (0)

Sales Mindset – The Problem Solver

June 7, 2010 – 10:46 am

In previous posts I have spoken about the New Buyer and how they differ from buyers of 20 years ago – basically they have all the information at their fingertips to make an informed decision about what you are selling. So what can the “new” sales person offer their customers? Personally, I think we all [...]

By John | Also posted in Training | Tagged business drivers, business issues, customer commitment, priorities, questions, team energizers | Comments (0)

SMARTER Questions – Discussion

June 6, 2010 – 4:53 pm

A few people have asked me to say more about SMARTER questions than just the checklist of good questions that I published in the previous quote.  There is some detail already on the website under the more detailed guide, but I thought I would use this post to talk more about why SMARTER questions are so [...]

By John | Also posted in Executive Selling, Sales Guides | Tagged business drivers, business issues, questions, sales person, value proposition | Comments (0)

The New Buyer

May 19, 2010 – 10:19 am

Have you noticed something has changed in sales? Everyone now talks about every sale being price sensitive – is this true or is it just sales people making excuses? Firstly, when I do account/opportunity reviews, I am still amazed how many sales people really cannot articulate their value proposition and show a clear line of [...]

By John | Also posted in Negotiation, Sales Process | Tagged BATNA, business drivers, business issues, change, proposal, sales person, value proposition | Comments (0)

Buying and Selling Cycles

May 7, 2010 – 3:37 pm

So what are buying and selling cycles and why are they important to sales people? Let’s start with the customer’s buying cycle. (Note please click slides for larger views). The buying cycle is the steps in the process that the customer has to work through starting with idea of doing something (an awareness of needs) [...]

By John | Also posted in Sales Process | Tagged business issues, customer commitment, proposal, sales competencies, sales person | Comments (0)

What Customers Want From Sales People

April 20, 2010 – 9:33 am

Do you have a minute? Quickly write down four qualities that customers would like sales people to demonstrate before they buy from them (No peeking!). When I run this session, I write the acronym IKEA vertically down the flipchart and ask people to come up with qualities that start with the four initials, sometimes adding [...]

By John | Tagged customer commitment, sales competencies, sales managers, sales person | Comments (1)

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