Stockbrokers and banks know that a client who has a single account is more likely to switch providers than a client who has multiple accounts. The more products and services a customer buys from you, the higher their switching costs and the more difficult it is for them to change suppliers. Banks, for instance, strive … Read full article
To get a quick impression of how you’re doing, ask the customer, “On a scale of 1 to 10 with 10 being great, how would you rank our solution?” Whatever the answer is, ask, “What would it take to get to a 10?”
We just received another great review on my new sales book: Slow Down, Sell Faster! “A practical and important book on how to align your sales process with the buying process of your customers. By moving at their speed, guess what? You sell more.” — ChangingMinds.org Click here to read the full review on ChangingMinds.org
John Chancellor, a noted independant reviewer of business books on Amazon.com, recently read an advance copy of Kevin Davis’s new book “Slow Down, Sell Faster!” He gives the book “5 Stars”, the highest possible rating. Here, in part, is his review: “In a number of ways this book takes a counterintuitive approach to selling. But … Read full article
The “overall effectiveness” rating from participants who attended Kevin’s July 2010 Sales Management Program scored 4.75 out of 5, which equates to a rating of 95%. A few comments from program participants include: A Director of Sales for a digital marketing solutions company says: “Kevin kept it lively and engaging. I think good instructors can … Read full article
How do you manage a Prima Donna? One thing to think about is how the Prima Donna got that way to begin with. Often we sales managers create Prima Donnas by leaving them alone over many months, taking a “hands-off” style (which is a nicer way of saying a lack of management) rather than continued … Read full article
Successful salespeople have a common focus. Customers! If you don’t satisfy your customers, your competition will. As a Teacher in sales, you help your customer implement your solution in such a way that ensures maximum value. When you commit yourself to exceeding your customer expectations, you place service above self and contribute to the success … Read full article
Remember the words of John F. Kennedy, who said, “Let us never negotiate out of fear, but let us never fear to negotiate.” Your goal in selling and negotiating is always to achieve agreements that meet the present and future needs of your customer, your company, and yourself. When your customer makes a commitment to … Read full article
Any time you feel pressure, start asking questions. We’ve developed an effective sequence of questions (below) that can help you explore the thinking behind any demands your customer makes. These questions will also help you gather new information that can put you in a better position to address the customer’s needs. Plus, asking questions of … Read full article
Not all customers practice win-win negotiating. Some buyers use a number of tactics to achieve greater concessions. Sometimes these tactics are just used as ploys to make you feel powerless and other times they reflect the customer’s reality. The skills you have to develop are determining which is which, and knowing how to handle the … Read full article