Over the 20+ years of working with sales teams in a wide diversity of industries, we have compiled Six Common Sales Myths, a series of posts published on our QMP Insights Blog. Open this post and selectively read those that intrigue you.
Recognizing the critical role the lead client executive plays in a consulting success, we conducted an analysis of the last ten years of QMP engagements. That analysis brought us to this conclusion: The personality type of the highest client executive involved in a specific consulting engagement, not simply his title or position, is the best predictor of an engagement’s ultimate success and the longevity of economic benefit received by both the client and the consultancy practice.
Networking can consume a lot of a sales person's or consultant's time. In this QMP Insight's blog post by Jerry Vieira, CMC the incredible advantages of networking from the front of the room, aka public speaking, are explained.
"You can’t build a durable building on a weak foundation." We’d like to share an insight that has helped executives and business owners sort through all the hype and claims over the last several years about an ever growing list of “gotta-do” new marketing and sales techniques. If you’re a General Manager, business owner or C-level executive, your marketing team probably approaches you annually with a laundry list of funding requests to support their critical marketing and sales programs for the coming year. Those requests may include any or all of; a website upgrade, a branding program, a social media expansion program, a blog, a publicity and PR program or maybe even a new six-figure trade show booth
As a sales person, ask yourself, "Have I ever lost a deal to an inferior offering?" Most sales people answer, yes. The truth is that you never lose to an inferior offering. It may appear inferior in your eyes, and from your perspective. You may even be able to show the specification inferiority in absolute provable, numerical or physical terms. But, it’s not your eyes and perspectives that matter. The only eyes and perspectives that matter are those of the customer.
After many years of both conducting sales training workshops and personally selling, I have come to recognize six popular misconceptions about selling. And, I must say, every time I broach those myths during a sales training session I get push-back, disbelief, the wagging of heads and several audible "No Way!'s".
When we ask groups of salespeople in our workshops and talks to raise their hands if they have ever lost to an inferior offering, they always, almost universally, raise their hands - even though we have told them ahead of time, "It's trick question." The truth is: No one ever loses to an inferior offering. Read why this is true.
It's a Relationship Business! That four-word phrase is probably the most common statement we hear when we talk to sales people about their business. Read this QMP Insights blog post to understand, and avoid, the hidden risks associated with that belief.
Let's start this discussion with a stipulation that all successful sales have to go through some sort of closing stage. Nothing happens until a customer or client agrees to pay your company for the delivery of a service or a product. So, in the strictest sense, I guess we can call that a "close". We can also imagine that all commerce in the world would come to a screeching halt unless some kind of transaction closing happened. So, good closing techniques are essential - right? And if that's so why am I targeting closing techniques as a myth?
For small to mid-size businesses, the decision to commit resources to target a large account should considered carefully. The primary considerations are: "What are the implications of winning?" and if those are acceptable, "How should we go about it?" So let me provide you both sides of the story.