Posts Tagged ‘customer context’
Consultant Corner – Why? Why why why why?
A method to learn what your clients really value. So you can sell what they buy, instead of what you do.
Read MoreRescue a CEO – Entrepreneurial Tips
Rescue a CEO is a blog operating under the CEO Blog Nation umbrella, and I am delighted to have been featured as one of their 25 Entrepreneurs Sharing Business Tips. See number 17 on the page.
Read MoreConference Recap – It’s All About the Customer
And if there is only one take-away from this post – and the conference – let it be this: that it is, indeed, all about the customer. Even those things that are, seemingly, not about the customer, like internal operations, employee training, investor communication, etc. A business needs a viable market opportunity to be successful,…
Read MoreSmall Business Leadership Conference
Running a business is a balancing act, first and foremost of working at your business versus working in your business. My job is to help my clients manage this balance effectively increasing productivity, growth, and focus. The Jim Moran Institute for Global Entrepreneurship has the same goal. They provide classes, training programs, speakers and, of…
Read MoreHear Me Speak – JMI Small Business Leadership Conference
It is my absolute pleasure to be presenting at this year’s Jim Moran Institute’s Small Business Leadership Conference held in Orlando, FL, from August 1st – 3rd. This year’s conference theme is: It’s All About The Customer! Regular readers of this blog will know that I could not give up an opportunity to participate in this…
Read MoreQuoted: 10 Business Buzzwords It’s Time to Retire
A big thank you to Meg Hall of Creative Kitsune and NCR Silver for using me as a source for their blog post: 10 Business Buzzwords It’s Time to Retire Following on my series of blog posts on effective messaging towards problem solving, and my ongoing series on buzzwords to avoid, Meg called me up…
Read MoreNobody Wants Your Product – Still
We first discussed this last year – and it remains true: nobody wants your product. Understanding this is fundamental to Problem Solving sales. When people buy, it is not about you – the seller. It is all completely about them – the buyer. Do you know what happens after you have left the room? Do…
Read MoreWhat you Sell vs What you Solve
Once you start thinking about Problem Solving rather than Product Selling, your focus shifts to your client’s needs. How can you make this shift in your own business? Contact me for a Training Session.
Read MoreProblem Solving Sales
This is where we are now. Selling is about buying, and the solution is about the problem. A solid sales approach is about more than matching the customer to the product. We now look at sales process, implementation, delivery, use and all touch points as part of the problem solving. A Subtle Change What is…
Read More5 Categories of Objections
Pairing my appreciation for systems with the importance of responding to objections, I do train my clients on how to pro-actively manage this part of their sales conversations. In other words: there’s a strategy for that. And it starts before any sales conversation has occurred. All objections will fall into one of five categories. Understanding these,…
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