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Make People Feel Extraordinary

I write a lot about gaining trust and it all comes down to a simple rule. Care about and focus on, the other person. And keep a lid on your self-interest, as that is the quickest way to lose trust. There could hardly be a better way to demonstrate that you care about a person…

I write a...

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The Elements of Value

For Sellers, value in B2B is often seen as different to value in B2C. Business is about ROI and in B2C, other more personal factors, come into play. Right?

Well, not quite.

Turns out B2B has more in common with B2C than not. That’s of course because in both cases we’re dealing with...

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What do Buyers Want?

What are buyers looking for in a Seller?

Well, let’s walk in a typical Buyer’s shoes for a moment. In fact, let’s walk in your shoes.

Reflect on your own experiences as a Buyer. Do you enjoy engaging with Sellers who seem more intent on meeting their need to make a sale than in...

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The Trouble with Trust

For years, I banged on about the importance of 'building' trust. I mean that’s a no-brainer. Right?

Then a little while ago, the penny dropped. I realized you can’t ‘build’ trust. It’s an outcome; the result of what you do, like being truthful, reliable, transparent...

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How Can You Sell Intangible Benefits?

I often hear Sellers lament that the benefits they offer are intangible and not valued by Buyers. How then can they sell those benefits? Well, oxymoronic as it sounds, you can make the intangible tangible. In fact, it’s not that hard. It’s just that the way to do it isn’t...

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Shifting a Buyer’s Point of View

In a previous post, I discussed how to overcome the common Seller challenge of making intangible benefits more tangible to Buyers. I suggested that the issue was more one of Buyer perception, their point of view or frame of reference, than the Seller’s powers of persuasion.

I learned that...

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What is Value?

Value is a much-used, and frankly abused, word in selling. We offer it, propose it, add it, and more. Yet none of those expressions makes much sense when we consider what value really is. So what is it exactly?

 
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How Comfortable are You Selling? Really?

At the start of my live training courses, I typically ask participants how comfortable they feel about the way they sell. I ask for example, ‘would you buy from you?’ Following a thoughtful pause, most admit ‘humph maybe not’. Very few say ‘yes absolutely’ and...

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Why you Can't Sell a Solution selling valuue solutions value

You can’t sell a solution. There, I’ve said it!

‘Whoa! You’re thinking. What is it I’ve been doing then?’

Well, consider this. From a Buyer’s perspective, which is how we Sellers should look at it too, a solution is what they buy, rather than what we...

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You don’t want to be AN Option. You want to be THE Solution!

So, how do you get to be the Solution?

Well, just as an angler intent on attracting fish, best think like a fish. To attract Buyers, think like a Buyer and put yourself in their shoes. Ask them for their perceptions of what value means to them and you will then learn what their...

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