11 Questions for Insight Selling
By Mike Schultz

questions

Insight selling is an old concept that has recaptured the fancy of the sales world, and rightly so, because it’s about adding value. Specifically, it’s about the seller adding value over-and-above the product or service.

Too many folks, however, think insight selling is about educating buyers through presentations. They’re about half right, but without the other half, they’re missing out on the full impact of insight selling.

The missing link is asking questions. Or, as we call it, inquiry.

Insight selling in any form hinges on the concept of cognitive reframing. Cognitive reframing refers to creating alternative ways of viewing ideas, events, situations, possibilities for action, or anything.

Change a buyer’s perception of what’s true and what’s possible, and you can influence their agenda for action...

[click to continue...]
4 Comments Topics:
The Role of Emotion in Business Sales
By Mike Schultz

emotionIt's often been said that people buy with their hearts and justify their purchases with their heads.

Now, this might be a cliché, but it is true.

People think this is mostly a consumer thing. It isn’t. Business buyers buy on emotion and justify with their heads, too.

I know one particular situation where there was a consulting firm, and the consultants spent 5 months selling to a particular client and could not make the sale. No dice.

Now the ROI story, it was great. The company could invest $2 million and get $8 million in cost savings at a minimum over the coming years. But the consulting firm still didn’t sell it and they didn’t know why...

[click to continue...]
0 Comments Topics:
5 Keys to Successful Sales Coaching
By Mike Schultz

coach

More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities. Increasingly, company and sales leaders are turning to coaching as a solution.

And, why not? Executive and personal-effectiveness coaching have historically yielded great results. According to the International Coach Federation, the average company can expect a return of 7 times the initial investment in coaching.*

Shouldn’t the same be expected from sales coaching?

Yes. Even more. But both the approach to sales coaching, and the results, are pretty erratic.

What we commonly see are sales managers and leaders who:

  • Don’t have time to coach
  • Aren’t sure what sales coaches are supposed to do
  • Don’t have access to the tools and resources that can help them get the most of coaching
  • Don’t establish consistent rhythm of coaching conversations
  • Can’t lead a great coaching conversation

The best sales coaches—the ones who get it right—play the following 5 specific roles in the sales coaching process...

[click to continue...]
0 Comments Topics:
Building Business Relationships: It's Not Stalking If You Do It Right
By John Doerr

binoculars

Ask a group of professional services providers how much of their business comes from existing clients and the answers usually will be 60%, 70%, 80%, or even more. Then ask them how much time they put into nurturing those same clients and the answers will be a little, not much, or none. Finally, ask why they spend so little time building relationships when there is potential for so much new business and the answers will be:

"Don't want to be a pest."

"Don’t have the time."

"I am not sure what to do to keep in touch."

"I feel like a stalker."

Obviously, doing great work is the first step in keeping in the best graces of your clients. But client loyalty can be fleeting and is not something you should take for granted...

[click to continue...]
2 Comments Topics:
Infographic: 5 Roles of a Successful Sales Coach

5 roles

Sales coaching has become a hot topic in business as more and more companies see a significant return on investment. However, where executive coaching and personal-effectiveness coaching yield positive results, sales coaching lags behind. Whether it's a lack of time, inconsistent coaching conversations, unavailability of tools and resources to succeed, or weak coaching skills, sales managers and leaders simply aren't producing strong results.

Over the years, and through our own RAIN Sales Coaching program, we've learned there are three critical components to sales coaching success. A sales coach must:

•  Play the five roles in the coaching process

•  Establish a regular rhythm and frequency to the coaching process

•  Lead masterful coaching conversations

This infographic briefly covers the five roles of a sales coach. Feel free to print it, use it as a reference, and share it with your teams...

[click to continue...]
0 Comments Topics: