Ah Complacency. It’s a Killer!
Whenever you hold the position of “the best” for a period of time, you become vulnerable to many kinds of attacks. You can’t afford for your team to become complacent about your #1 position.
Is Your Company Bashful?
Is your company too modest? Before the customer makes the final decision to buy from you, they want to know in some detail what sets your team apart from those of your competitors. Don’t make this story hard to find!
Fashion Police! Fashion Police!
I’m up to #6 of my Ten Ways to Lose . . . Even When You’re the Best. Here’s one that I see far too often: You are out of touch with your changing market.
Too Much Ammo?
Even when you have the best solution, if you overkill with your message you will not win the sale.
Is Your Market Message Getting Stale?
When your brand message is stale, it’s time to refresh.
Are Your Rules of Engagement Rigid?
There’s a fine line between doing whatever a customer wants, even if it’s not your core business, and learning from customers how they would like to receive your products and services.
How Simple is Your Sales Story?
Complexity in the sales story is a common flaw of young companies as they are growing. You’re afraid to turn away any business, so you try to do almost anything that any prospect wants you to do. Big mistake! First off, it doesn’t work, and it will cost you money and anguish before you finally learn that hard lesson.
Ten Ways to Lose . . . Even When You’re the Best
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures.
Nevertheless, these clients do not always win their deals—in fact, when we first meet them, they are typically losing out on many deals where they offered a superior solution.
Why is that? How can that happen? If you base your sales strategy on “we’re the best,” you’re bound to lose.
Super Leverage for Sales
So what’s the lesson? The asset is a customer walks into your office. How much more of an asset do you want? So don’t blow it by getting in the way. Leverage that asset by being a human being with them. Be present. Give them freedom. Don’t take it away.
How to Overkill Your Message
A simple sales story is more effective than an overkill message.
Price Really Doesn’t Matter
The Whale Hunters founder Barbara Weaver Smith interviews Anthony Iannarino, author of The Sales Blog, about how to avoid being commoditized.
Fatal Sales Failures: Liar, Liar!
What happens when your prospect thinks you lied about the price of your services? #FatalSalesFailures
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