When challenging your customer, entering accounts and positioning yourself to be valued as you should, it’s important to remember this key point: It’s okay to be wrong, just make sure you have a clear take and a solid rationale to back it up.
Here are my thoughts on the issue (RSS Readers Click Here to Watch Video):
In my latest (in a long while) Demand Creator Minute, I share with you, blog-readers, an insight – and implications – that I shared with a group of great entrepreneurs earlier this week.
The three rules are:
- The market is always right.
- The market doesn’t know what it wants.
- What the market wants is always changing.
Watch the video and tell me what you think.
In 20+ years working with more than 1,000 small and mid-sized businesses and about 5,000 salespeople, my most surprising discovery has been just how difficult it is for people – from CEO’s to salespeople – to firmly, completely and totally believe that they are the best. Whether it’s the market beating you down or a false sense of humility – get over it! The first – and most important – sale that needs to be made to succeed in selling is with yourself. You have to believe, to the core of your being, that you are THE BEST!
Today’s The Demand Creator Minute was a lot of fun to do. I got my new iPhone 4 this weekend, so this video was recorded, produced and edited all of the iPhone 4.
In the video, I answer the question: “What steps can we take to STOP providing answers and START provoking questions?” I share:
- 3 steps to get out of the giving information game into the provoking game
- How to dig deeper and break free from commoditization
- An example of how to ask provocative questions
In the video, I refer to the “We Do’s,” if you’d like to read more about that click on the link.
In this installment of The Demand Creator Minute, I share with you a key insight into positioning yourself effectively and how positioning can support your lead generation. There’s an old saying, “Seek and ye shall find.” Well, the marketing implication of that is be careful what you seek, because there’s a pretty high probability that’s what you’ll find.
RSS Readers Click Here to Watch Video
In this video, I referred to a post from last week, here’s a link to it: The Most Powerful Question.
Welcome to a new feature on The Fast Growth Blog! From time to time, I will share with you what I like to call The Demand Creator Minute. Consider these short videos (1 -3 minutes) your personal coaching session where I’ll share with you the tips, insights, and discoveries that are enabling companies and salespeople to make more sales, faster sales, and more profit per sale.
In the first installment, I take on the age-old sales philosophy that objections are good and that great salespeople are great at overcoming them. Quite the opposite: great salespeople are great at preventing objections. I also give you an exercise so that you can begin preventing objections now. Enjoy (and please leave a comment telling me what you think).
If you want another of my takes on The Myth of Objections, click here.