Posts Tagged 'sales skills'

Is Consultative Selling Dead?

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Why Consultative Selling Skills Matter

In the past few years there have been a number of books and articles suggesting that this thing called “consultative selling” has met its timely end and, is in fact, dead.  One author referred to this era of selling as “Era 3” and characterized this approach as “a doctor that allows patients to self-diagnose their illnesses and self-prescribe medications”.  He goes on to note that “it is reckless and harmful behavior and a formula for failure”.  ...

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The Evolution of the Buying Process in Medical Devices: Part 2

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Performance Factor physician technologistsIn the Part 1 of this series we discussed the growing complexity of selling in the healthcare market today.  In Part 2 we will discuss some specific areas of opportunity to explore with buying institutions that may prove useful when justification for the purchase is a necessity, you are competing for budget dollars with numerous other projects, or there is a price difference ...

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Reflections from the Show Floor

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RSNA crowds3I recently had the opportunity to attend a major medical device/technology trade show, The Radiological Society of North America (RSNA).  During my time there, I took a great deal of time to peruse the exhibit halls (yes, plural), and observe the multitude of companies that were attending this meeting in hope of generating new leads and nurturing on-going opportunities.

Here are some ...

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When Guessing Fails

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lead-generation

Recently I have been reminded of the predominance of what I call “professional guessing” in selling and the cost of this behavior.  For the purpose of this discussion, “professional guessing” is the act of presenting product information based on superficial, incomplete information obtained from a prospect.  This is the subject of our brief discussion this week.  Here are some important factors to consider that contribute to this phenomena.

Prospect-Sales Dynamic

When we ...

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The Forces of Success

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sales guyWhat does it take to be successful in B2B sales today?  Should you focus on having all the greatest technology such as tablets to do sophisticated presentations?  Will a powerful CRM do the trick?  How about a strong, thorough, and repeatable sales process that everyone in the company follows?

Clearly all of these things are and can be tremendous assets in the highly-competitive arena of professional selling.  They are not, ...

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Qualifying. An Expanded View

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sales guy

Through the years we have been taught that qualifying prospects is one of the essential things we must do early in the sales process.  Why is it important to do this?  We needed to make sure we were dealing with a real prospect with real money to spend.

The process we used was fairly unsophisticated.  Ask them, the prospect, some basic questions, like:

  • When are you planning to make a purchase?
  • Who, ...
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Begin with the end in mind…

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sales guyMany of you at some time probably have read Steven Covey’s 7 Habits of Highly Effective People.  If so, you recognize this title as one of those seven habits.  It is one of my favorites.  What I would like to address today is the use of the Agenda in the sales call and how it can serve us in expediting meaningful and productive communication in our sales encounters.

 

As a ...

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Value Creation in Sales- Do Your People Know How?

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orchestrate greatness

Too often words and phrases are used under the false assumption that they are commonly understood.  As sales professionals we often receive prescriptions such as, “Sell solutions, not products,” or, “Sell value, not price.” In the spirit of the upcoming excitement of March Madness, imagine a college basketball coach standing on the sidelines screaming at his players to score more baskets when there has been no time devoted to ...

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Make Investments in Assets that Have the Greatest Sustainable Impact

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There are many perplexing paradoxes in the world we live and work in. Here is one that has puzzled me for many, many years.
Many companies, particularly in high-tech markets, invest massive amounts of money in R&D to constantly develop the newest technologically advanced product. Whether it is to make it smaller, faster, easier to use, or leap buildings with a single bound, the investments continue to be made. In addition, they often go to great lengths to market these ...

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The 3 Questions That Matter

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In my 20 years of training, coaching, and traveling with  professional sales people, I have observed that there are three critical types of questions that have the most power in any call and that sales people are the most reluctant to ask.  When they do ask them they are often amazed at the impact these questions have and the information they provide them.

What are the questions?  The types of questions we are talking about here are these:

  • Problem Questions: (e.g., What ...
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