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The Contradiction in Presentations
In 2010 the iPhone 4 was launched. If you had one you were one of the cool kids. Now if you still have an iPhone 4 you keep quiet about it.In 2014 it was common to go to the DVD store on a Saturday...
View ArticleWhat If You Doubled The Price?
What if you doubled the price of what you are selling? What additional value would you have to demonstrate to make it so valuable to your customers still wanted to buy it over the cheaper...
View ArticleSales Presentations
The typical Sales Presentation is like a bad date – the person talks about themselves all night while you have to sit there and listen. Sure you want to know about them, but you want to share about...
View ArticleWhere is the Head Office?
Most fast food chains do not have a head office for their restaurants. They are called Support Centers.The State Manager, Manager of HR, Manager of Business Development sit in this support center. It...
View ArticlePack, Push off or Provide
There are only three possible outcomes after a sales pitch:Pack – pack the order and send it outPush off – Go awayProvide – give me samples, specs and pricingMost companies have strategies for two of...
View ArticleGo High
If you want an audience (buyer) to engage with you, you need to communicate from their world – not yours.But many sales people will ask about the content they sell (e.g. Do you need any blue widgets?)....
View ArticleUnique vs. Relevant
Terminal uniqueness is a curse we suffer. We think we are unique – just like everybody else. We have the best service, a great product at the right price. Do you want to buy one?*To us these are...
View ArticleContext vs Content
In my psychology degree I was taught that there are three types of information about a situation. They are:Context – Big picture stuffContent – the nuts and bolts of what is going onMeaning – the...
View ArticleWhere is the Head Office?
Most fast food chains do not have a head office for their restaurants. They are called Support Centers.The State Manager, Manager of HR, Manager of Business Development sit in this support center. It...
View ArticleA$$ and Ego
Most (not all) buying decisions are based on either covering our backside, or positioning ourselves favorably in the eyes of others.No one wants to be known as the person who bought on the dud supplier...
View ArticleThe Buyer Doesn’t Care
The buyer does not care about you.They don’t care how old your company is, how long you have been working in your position or how many awards your company has won.They have no reason to care. They...
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How Your Customer Feels
The role of any person in sales is to meet the buyer, understand their problems and guide them to the sale.The role of the buyer is to evaluate the sales person, their product/service and the value it...
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Three Types of Information
There are three types of information that we deal with every day. They are:Context – Big PictureContent – nuts and boltsMeaning – the impact.It is the interaction between these types of information...
View ArticleNo I wont recommend your app.
When app developers ask if I would recommend their app they are assuming that I want to recommend it.I’m not sure if anyone sits around thinking, “Now who can I recommend this app to?”They ask this...
View ArticlePerception of Time
Sales people and buyers have a different perception of time.A sales person is very reactive. If the phone rings they answer it. If an email blings they check it. If a fax comes in they process it.Any...
View ArticleThe Value of Time
An in-house engineer is paid around $100,000 a year – give or take. That’s about $50 per hour.Their employer charges them out at $150 per hour. That’s how they make their money.If a sales person visits...
View ArticlePack, Push off or Provide
There are only three possible outcomes after a sales pitch:Pack – pack the order and send it outPush off – Go awayProvide – give me samples, specs and pricingMost companies have strategies for two of...
View ArticleThe Awful Party Guest
There is nothing worse than the party guest who spends the whole time talking about themselves. You know the one – they are just itching to tell you about what they do and why they are great. They are...
View ArticleUnique vs. Relevant
Terminal uniqueness is a curse we suffer. We think we are unique – just like everybody else. We have the best service, a great product at the right price. Do you want to buy one?*To us these are...
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