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Decisions

Is it a discount? Or the new market price?

Sales trainers have long taught us that “price” actually is code for “value.” Discount requests have always been a signal that your value is perceived as out of line with what you charge. However, when discount requests become the norm, that’s a larger, more ominous signal.

10 steps to getting a decision

It’s rare that a single person makes a buying decision. There are almost always multiple people with a role in making it. However, groups of people don’t know how to make decisions. It’s not an intuitive skill, and everyone struggles with it. In fact, “no decision” is always your biggest competitor. Here's how to defeat no-decision.

Expose a burning platform

When you’re on an oil platform that’s burning, you have no choice but to jump. Salespeople use the expression to describe a problem whose consequences are so serious that even the most reluctant or risk-averse buyer must act. You can’t persuade someone that their platform is burning; you have to expose one that’s hidden. The key is not to try to persuade.

Defining “must do”

Whether we’re talking about professional business development or our personal lives, there’s always a long list of things that we don’t get done, despite our declarations that we coulda, shoulda, woulda, oughta, wanta do them. So, which do we actually get done? Only those we must do. What defines “must,” and how does it differ from those other, aspirational, descriptions?

Take your sales diagnosis beyond the surface symptoms

Buyers and sellers are both eager to get to a solution, so we resist what we may perceive to be a protracted diagnostic phase. We think we understand the problem, and we want to get on with solving it. However, unless you're really lucky, and your prospect is extraordinarily self-aware of their problem and its full range of consequences, you'll find that you have to get beyond surface observations.

Choose your role in the sale

There are two roles in every sale. One role pretty much guarantees that you'll be a spectator, waiting in frustration for a decision. The other delivers sufficient value to prospects that they cooperate with you and keep you involved throughout. The good news is that you get to choose which role.

Selling Internally

Most of us have the need to sell our ideas within our firms from time to time. Here's how to do it.

Understanding buyers' decision-making

At the heart of every sale lies a decision. Learn how and why your prospects make decisions, and you're well on your way to finding out how to sell to them. To help them choose you, you need to understand the different ways people make decisions and the thinking behind them.  Research has revealed these nine types of decisions. 

Detachment = Power

Lawyers pride themselves on their professional detachment, i.e., their ability to remain objective, outside the client's situation, assessing matters dispassionately. Yet, when it comes to business development, they completely abandon this valuable trait. Here's how to use it to your prospect's and you mutual advantage.

Amateurs v. Professionals

When you market and sell, are you an amateur or a professional? Here are four key differences between the amateur salesperson and the professional.