TheSalesAdvice: Selling Will Never Be The Same Again

Ton Verleg
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Two Salespersons doing the same job. Which one will survive?

  1. The Trusted Advisor's skillset is more than selling

    10/18/2022

    The Trusted Advisor's skillset is more than selling

    The profile of a Trusted Advisor is different than what it was in the past for sales executives or account managers. It is a step up. Their skill set is more than selling.

    4 min
  2. Trusted advisors Talk More

    10/11/2022

    Trusted advisors Talk More

    A different view on who is talking more during a customer conversation. The customer or the salesperson?

    4 min
  3. Surprising Strategies for Stalled Opportunities

    10/04/2022

    Surprising Strategies for Stalled Opportunities

    Listen to surprising strategies for Stallen Opportunities based on research by Matt Dixon (The Challenger Sales author). His findings and recommendations are very aligned with the new way of selling. A podcast not to miss out on.

    7 min
  4. Salespeople are from Saturn; Prospects are from Pluto

    09/20/2022

    Salespeople are from Saturn; Prospects are from Pluto

    Keep prospects as long as possible on the right-hand side of the Buying clock. Then you are on their planet and increase the change to influence their buying process.

    6 min
  5. Do Buyers Need a Salesperson at All?

    09/10/2022

    Do Buyers Need a Salesperson at All?

    Whichever data or statistics you look at, it’s pretty clear that B2B buyers’ use of the web to make purchasing decisions is increasing exponentially. By the time you meet a prospect, they are halfway through their buying process, know exactly what they want, and ask you to put a price on their identified solution. Do buyers need a salesperson at all?

    4 min
  6. Becoming Comfortable with the Uncomfortable

    09/10/2022

    Becoming Comfortable with the Uncomfortable

    Sharing risks you see for your prospect of not changing is challenging for many salespeople. We have not been trained on how to do that. It’s time to get comfortable with the uncomfortable.

    5 min
  7. Customers Prefer a Fix over Change

    09/10/2022

    Customers Prefer a Fix over Change

    Here is a challenge for you.  How do you handle situations where a prospect currently experiences dissatisfaction in one area, but according their thinking changing to you may lead to imperfection in another? They much prefer a fix over a change.

    4 min
  8. How to Beat the Hidden Competitor?

    09/10/2022

    How to Beat the Hidden Competitor?

    When opportunities stall, have you considered there is another competitor you are competing with? It’s The Hidden Competitor. Listen to this episode how to handle that.

    5 min
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Two Salespersons doing the same job. Which one will survive?

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