Convincing and Persuading Executives
Why is it that some sales professionals are born lucky? Not only do their customers more often make big investments, but for some reason their competitors seem to fade away when the supplier selection is made.
But this is not luck. It is achieved, not with smoke and mirrors, but through expert consultative selling technique: adding value, articulating benefits, and genuinely helping the customer to achieve the rewards at minimum risk.
In this, the third episode on consultative selling, we show how Proud Oscar ensures you help the customer to make beneficial decisions, and sell them without them ever knowing they have been sold.
Published - September 2009
Unlocking Your Value
In today’s episode we build on the “The Magic of Proud Oscar” (episode 2) and discuss how the successful sales professional engineers the environment where the customer is willing to allow him or her to add value.
Our question for today is: “How well are your sales teams working with your customers to understand their real business issues and to add value in helping them to succeed, overcoming the barriers that customers frequently erect?”
We also tell the sad, sad story of how a very experienced consultative seller paid the price for departing from the Proud Oscar model, and so blew away a fantastic opportunity.
Published - January 2009
The Magic of Proud Oscar
Is your sales team being fully effective, where it matters, in the
offices of your customer’s executives? Are they demonstrating the full
value and capabilities that your organisation provides, making what they
offer highly personal and very relevant?
In this episode of Technology Business Expert we look at
consultative, solution or “pull” selling and say what it really is, and
what it is not. We also introduce you to PROUD OSCAR, a magical way of
selling value to executives that ensures they only go where they want
to, but still end up at your door, with their cheque book out!
Published - August 2008
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