In my work with technical specialists and professionals across many industry sectors there is one thing I have seen time after time that undermines their ability to successfully ‘close the sale’. That is, not following a plan. Having a structured sales conversation is critical to win more clients The structure of the conversation enables you, […]
The best content format to engage technical professionals
Content format infographic below Selling technical products, software and services usually involves giving prospects access to information that educates them about the product, and inspires them to use it. This information is now commonly referred to as ‘content’ (as in ‘content marketing’). The content has a purpose. Your prospect is looking for help to make […]
Selling B2B services: 4 steps to convert warm leads into paying clients
One of the difficulties in selling a service is that potential clients (we’ll call them “prospects” here) often don’t know whether they should be using what you provide. Your prospect has a problem, but they may not understand how your service can help them. And even if they’ve tried a similar service in the past, […]
How to avoid premature presentation syndrome
My client was having trouble winning sales. Their prospects were organisations that make decisions via a combined management group that included the heads of the organisation such as General Manager. They had made presentations to dozens of these groups, traveling hundreds (maybe thousands?) of kilometres over many months … and had zero response. No orders. […]
Use a competitive value analysis to win more sales
Smart sellers engage with prospects only after they have developed a thorough understanding of how they stack up against common competitors. To be confident and win more business you must clearly understand how your services or products compare to competitors. This competitive analysis should be done from the client’s perspective. Be objective. Don’t limit your […]