5 Questions to Generate Velocity and Beat the Competition
Leaders know that to compete they must go further and get there faster, but a straight line is not always the fastest route.
-
-
Is your business three sheets to the wind?
When too many areas of the business are struggling simultaneously, it’s easy to feel like we’re “three sheets to the wind.” The best path to steadying ourselves in business is surrounding ourselves with the right team, ensuring they’re trained and ready for any scenario.
-
Are you qualifying your clients the right way?
In his Solution Selling Fieldbook, Keith Eades provides a great analysis on what he calls the “Myth of Qualification.” Most sales professionals are familiar with the concept of BANT (Budget, Authority, Need, Timing) – the acronym has been around since the early 1960’s. It is often used as a method to determine the ability and likelihood…
-
No Punching Below the Belt
When faced with direct competition we have a natural tendency to discredit or devalue our competitors. In the heat of the battle, it’s human nature to think “If my competition looks worse, then I will look better.” Nothing could be further from the truth when it comes to selling. It’s a sign of weakness to…
-
Mornings or afternoons – when are your clients most honest?
It’s negotiation time, and you’re working to schedule an onsite meeting with the client to review the contract. Or maybe it’s the end of the quarter and you’re confirming with your sales team which deals are actually going to close. If you want the most straightforward answers to your questions, you better make it early…
