The Axioms of Selling Blog

24 Jan by Bob Nicols

Suppose I say to you, "I need new glasses," and then I ask you for suggestions. What are you likely to say in reply?

We actually ask this question early on in our workshops. We get thoughtful, earnest answers. One participant may ask whether we need prescription lenses or just reading glasses. Another may suggest we check out the local Lens Crafters. A third will give us the number of his cousin the ophthalmologist.

All of them, in good faith and with a real desire to help, will bring their individual solutions to bear on what they see as our problem. All of them, without fail, believe that the problem prompting the comment is poor eyesight - and, they're ready with solutions perfectly tailored to address it.

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19 Jan by Bob Nicols

In CSO Insights' Sales Management Optimization Key Trends Analysis, a report generated by surveying representatives from over 1,700 companies, respondents were asked to identify the type of sales process their company adopted.

The survey revealed that at 39.7%, the largest percentage of companies fell into the Level 2, Informal Process category.

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17 Jan by Bob Nicols

I was having work done to the exterior of my car the week before last. While there I struck up an interesting conversation with the owner of the company doing the work.

I expressed an interest in how the company produced the quality of work for which they were known. With excitement, he invited me back to his shop to watch a car run through his facility.

The process this organization implemented for doing their work fascinated me. Every step in the process was logical and clearly defined. Each department and individual had assigned responsibilities; each executed their part of the process with exacting precision. The result was flawless work.

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12 Jan by Ed McAdoo

Sales training initiatives are launched with the intention of increasing sales and margins by improving the performance of sales teams through transference of skills and knowledge.

The typical approach is to expose participants to new and/or different techniques, processes, and methodologies through instruction, behavior modeling, and participant role-play with tests for retention and proficiency.

By the end of the session, in most cases, sellers should adequately demonstrate proficiency with new knowledge and skills.

However, they then return to the field and continue to sell the way they did before. WHY is that???

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10 Jan by Ed McAdoo

Is your sales process optimized to catch all the details?

For want of a nail the horseshoe was lost. For want of a horseshoe the horse was lost. For want of a horse the rider was lost. For want of a rider the battle was lost. For want of a battle the kingdom was lost. And all for the want of a horseshoe nail.

Too often in professional selling we are so rushed to 'get the deal closed' that we fail to pay adequate attention to the critical details that will make the difference between success and failure.


It happens everyday across our respective enterprises and has plagued us for millennia. The reality is that our sales process is usually at fault.

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