A sale implies an exchange. Every day there are lost opportunities. The reasons appear to be legion. In fact failure is down to a mismatch of expectations. People and organisations want to buy to satisfy a perceived need but they also find it hard to part with money. The need must satisfy a vast range of criteria sometimes in a few microseconds or at other times after exhaustive analysis of the value exchange over a long period of time.
Consumers’ behaviours are changing and evolving very fast due to revelations from neuroscience, behavioural psychology and the evolving nature of the digital interface.
People now recognise trickery and getting your customer or client to just say ‘yes’ is rebounding on those sorts of salesmen. It may have worked at one time but buyers are much wiser to the sleight of hand techniques.
Many organisations rely on opinion to drive their business decisions which then drives their customers' experience. In contrast companies like Amazon are using some fundamental behavioural science to get people to buy. The B2B market space has often been slow to copy these powerful methods.
Sales is a skill that can be learnt. The Good News is that we now understand the psychological barriers to becoming a great sales person. The Bad News is that you won’t find the answers in old books or on the internet. Each person approaches sales differently, which is why we offer a one-to-one training method which is directed at your abilities. Personal training is the gold standard.
JJ is one of those rare original thinkers who also has been at the sharp edge of selling across a lifetime. He can teach you what works in today’s world and share insights about the future of sales. His methods work and are constantly evolving. Call him now on 020 3303 3172 and book a free 22 minute chat with him. You’ll be surprised at what you’ll learn. Or, if you prefer, complete the form below or send an e-mail.
Selling Transformed by Philip Squire is not your average sales book. Not by a long chalk. Aimed at sales managers and sales directors, it emphasises why modern sales behaviours are pivotal to the success of sales team. The author explains the how’s and why’s of selling based on values – there’s plenty of anecdotes, research […]
“Sales is not about selling anymore, but about building trust and educating.” Siva Devaki In August 1971, Jim Irving, author of The B2B Selling Guidebook, received his first salary. It totalled £9.83 net of tax and National Insurance. A tidy sum for a young man. Then ensued a successful forty year career as outlined in […]
Any way in which the provider can get closer to the client and understand their needs will take sales to the next level. A re-post from May 2018. Squandering sales budgets John Wanamaker (1838-1922) was a very successful United States merchant and religious leader and political figure who opened one of the first and most […]