Selling
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Dealing With the Objections They Never Ask – #APAutomation #Sales #SaaS
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By in large salespeople are only as good as their ability to handle objections. Now-a-days people we sell to, especially in B2B sales, are considerably less tolerant of sales tactics or strong-arm techniques. However, if someone says no and offers up reasons not to do business with you, it is part of your job to…
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5 Words That Strike Fear – You Should Stop #APAutomation #Sales
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I am continually surprised how often reps shoot themselves in the foot on deals. Now, don’t get me wrong… the highly skilled ones don’t have this problems, it’s the reps that don’t understand that there is a connection between their skills (and building those skills) and their outcomes. Meaning? The connection between skill building and…
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The Sales Teaching Model and Personal Brand #APAutomation
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I have been writing a lot about the teaching model of selling. The biggest point of the teaching model is you have to be a trusted advisor to your prospective clients. In a way you need to be a skilled navigator to help you prospective clients purchase your product and service. Unintended Consequences From a…
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3 Tools of the Sales Teaching Model – #Sales #SaaS #APAutomation
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I believe you have to teach your customer how to buy from you. In this day on instant information, consumers are much more educated. Well… at least they thing they are. The information that customer get isn’t always the best. It could be a matter of which company knows how to optimize their search results…
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Getting to the Why – Vlog! #Sales #SaaS #APAutomation
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Building off the first VLOG where I explained that most sales people want to talk about “how” their offering work, this VLOG help reps stay away from how things work to “why” things work, which is what your customers are most interested in. Want to know more? Buy My Books! To buy the book –…
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What, Why and How Salespeople Struggle – VLOG #SaaS #Sales #APAutomation
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Software as a service and AP Automation sales people hurt themselves by the information they talk about. Find out what that is. Want to know more? Buy My Books! To buy the book – The Argument to Automate – How Innovation Can INSPIRE Not Fire – click here to buy (Also) To get your copy of…
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To Fail or Not Fail – That is the Question? #Sales #APAutomation #SaaSSales
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We had a saying in our company… I haven’t heard it in a long time. I think it’s because we are getting bigger and we are less comfortable admitting our failures. We used to say that we would like to, “Fail early and fail fast. Early and Fast? For an early stage start-up with no cash,…
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Salespeople and Our Trust Issues #APAutomation #SaaS #Sales
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Trust issues seems to be one of those catch-alls that people seem to explain away complex situations. (Example) “Well, it didn’t work out because they just have trust issues”. I don’t want to use this article as explaining away complex salespeople and selling situations by using trust issues. However, I do believe that trust and…
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Best Week Ever! #APAutomation #Sales #SaaS
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I have been trying to write more encouraging things to salespeople. Especially those of you that have the joy of selling software as a service. You are unable to rely on complex installs and connection to bring value. Therefore we only have our wit and charm when it comes to expressing our offerings. Best Week?…
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What Is Good Selling? #APAutomation #SaaS
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What makes good selling? I hope you have been there either on the sending or receiving end. Where everything you say and do fits perfectly with what is being offered. As a salesperson, I hope you know what I am writing about. You sit down in person or over the phone and you instantly click…