The Axioms of Selling Blog

06 Dec by Andy Smith

Every time I get an unsolicited Request for a Proposal (RFP) I’m reminded of the movie, Dumb & Dumber. In this film, Jim Carrey's character is rejected by the girl of his dreams when she gave the odds of them ending up together at 1 in 1,000,000.  He responds enthusiastically with what's become a classic line: "so you're saying there's a chance".   This isn’t unlike the reaction many salespeople, and their leaders, have when an RFP they weren’t expecting comes their way, isn’t it?  No?  Just me? 

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28 Nov by Bob Nicols

I recently had an interesting conversation with a friend (we'll call him Dave) during which he described his experience at a well-known coffee shop drive-through window.

He is a repeat customer, waiting in line at the beginning of his daily commute four to five mornings a week. Being very much a creature of habit and routine, he orders the same thing at almost the same time every day.

Dave recounted how he waited patiently in line last Tuesday and as soon as he reached the coveted spot by the menu and speaker to place his order, a chipper voice said, "How about trying a delicious double chocolate, iced pound cake with macadamia nuts and caramel sauce?" While this may seem innocuous enough, in Dave's view, this approach was completely inappropriate.

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19 Sep by Mike Bybee

Sales people are often told that the key to prospecting is to find business problems that haven't been solved yet, and then demonstrate how their products or services can solve them.

That's a simple concept, and it's difficult to argue with the logic behind it. It's one that's easy to forget, though, when leadership drives sellers to focus solely on the quantity of opportunities in the funnel, rather than the quality of those opportunities.

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20 Jul by Tony Lannom

When a rep pursues a sales opportunity there are four possible outcomes:

  1. They can win and win quickly
  2. Win but the opportunity takes a while to close
  3. Lose quickly
  4. Lose slowly, after investing considerable effort, energy and time

Surely everyone would agree that those opportunities that stay in the funnel for months if not years only to have the customer say the heartbreaking words "we went with someone else" or "we've decided to hold off for now" are extremely painful - losing deals slowly is the worst possible outcome.

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22 Jun by Bob Nicols

Most Sales Executives believe once the economy takes off, their revenue numbers will be once again achievable. Budgets will be funded, people will start buying, and happy days will be here again.

The economy is not a like a light switch that is either on or off. Economic downturns have broader consequences. And as conditions improve, it's critical for Sales Executives to recognize what has changed and adjust their selling strategies and approaches accordingly.

This is especially important when in a necessity-based economy.

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