If you’ve not read The Challenger Sale by Dixon and Adamson, I highly recommend it. Not since Neil Rackham’s SPIN Selling have I come across a better sales book. Given that its origins are from the previous financial crisis, it’s more relevant today than in 2011 when published. Why I like it: Science: Like SPIN, the principles outlined […]
I think my original blog on Magic Messaging (Nov 22, 2019) was a bit difficult to follow, so I decided to rewrite it. The premise for the Magic Messaging workshop is based on two factors: the distraction factor and the indifference factor. The distraction factor. We live in a world where our ability to focus […]
The problem is not learning how to sell, it’s applying what is taught. A lot of sales training is never implemented. Like unused software of yesteryear, it sits on the shelf. Because sales happen in so many different ways, there’s a tendency to overcomplicate things. Sales consultants add to this by telling essentially the same […]
Knowledge is great but a liability when misused. This is sometimes the case during a sales call. Some years ago, a young man was hired to sell cars. He knew nothing about cars and worried about failing. He compensated by asking questions: How much do you typically drive in a year? Do you want a […]