“Person: Begin by identifying the buyer you’re working with— what is their role within the company, and how are they affected by the business issue that you are attempting to solve with your product? Problem: Ask yourself, “Does the person think that the problem exists?” This is determining whether the buyer thinks there is a […]
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“If you propose collaborating on an implementation plan, and the prospect tells you, “Let’s wait,” or “Draft something up and send it to me,” then you know you still have more selling to do. ???? (BTW – I’m running a webinar to help you learn the 5 key selling strategies to implement in the next […]
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There’s some things around selling especially as a Startup that is hard. There’s no way to make them easy. There’s no easy path to doing hard things. An example of making hard things routine is doing 20 touches. Every. Single. Day. It’s hard. But if you make it a routine to get into the […]
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Two more days until the ultramarathon!! ???? So… Here’s another example of making hard things routine. Do heat training. I pick days where I know it’s going to be hot because part of the race from about 12noon to 5pm is through the Canyons. The Canyons are really hot – about 100 degrees during […]
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“If you sense you’re dealing with a buyer vampire, or you’re not sure, here are a few more questions you can use to identify if you’re facing a vampire. Question 1: “How Long Has This Been a Problem?” The reason this is a good question for a buyer vampire is that it will give you […]
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