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Category: Business to Business

How Do You Demonstrate Your Capability?

November 24, 2018
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| Categories: Business to Business, Business to Consumer, Inner Game

Watching over the UK’s skies is a brand new jet fighter called the Typhoon flown by expert pilots to ward off baddy planes from other countries. Recently I saw a video clip of one such incursion from a Russian Long Range Bomber. The Typhoon flew alongside and then flipped sideways to show the Russian crew the various weapons it had tied to its undercarriage. It's here on YouTube https://youtu.be/Nf05A8BhuqY This was enough evidence of the firepower to ward them off, and the Russian Bear flew off in the other direction.…

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How to Deal With the Price Objection

November 12, 2018
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| Categories: Business to Business, Business to Consumer

Its only relative to …the cost of a carer. I was watching a TV programme last night on robots and how they can now look after the elderly and infirm people in their own homes. The Japanese are making wonderful strides in this technology as its population ages. However, they cost thousands of pounds to buy or lease. “Blimey” I thought, “they’re expensive” Until you compare them with the cost of a nursing home over a 10 years period – also thousands of pounds. Then the robot seemed like a…

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Are You Selling Change?

September 15, 2018
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| Categories: Business to Business, Business to Consumer

I’ve sold many a product and service in my time and in the last 15 years, have been coaching sales teams to sell all sorts. The art of selling has changed tremendously in those years, and we often talk about the customer being in control, social selling and procurement teams driving down the price. But there an even seismic change. In many instances we are no longer selling products or services to consumers or businesses. We’re now selling change. In his new book, Selling Change, Brett Clay calls salespeople change…

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