Sell the Problem, Not the Solution. Sell the Disaster, Not Disaster Recovery. This may seem counter-intuitive, misguided or just plain wrong so let's start out by asking a more fundamental question. Why do people buy? Answer. For 1 of 2 reasons: To avoid Problems they don't want. (PAIN) To get Results they don't have. (GAIN) Where [...]
Is openness or receptiveness to change holding you or organisation back? How can you create durable change initiatives at your place of work? Why is change so hard? Well is it….
Woody Allen said “80 percent of success is showing up.” Thinking about it, this is very practical advice, and for people in sales a good rule to live by. You can’t influence, persuade, or sell yourself or your ideas if you aren’t sitting in front of the person you need to influence. Now ask yourself [...]