The profile of a Trusted Advisor is different than what it was in the past for sales executives or account managers. It is a step up. Their skill set is more than selling.

A different view on who is talking more during a customer conversation. The customer or the salesperson?

Listen to surprising strategies for Stallen Opportunities based on research by Matt Dixon (The Challenger Sales author). His findings and recommendations are very aligned with the new way of selling. A podcast not to miss out on.

Keep prospects as long as possible on the right-hand side of the Buying clock. Then you are on their planet and increase the change to influence their buying process.

Whichever data or statistics you look at, it’s pretty clear that B2B buyers’ use of the web to make purchasing decisions is increasing exponentially. By the time you meet a prospect, they are halfway through their buying process, know exactly what they want, and ask you to put a price on their identified solution. Do buyers need a salesperson at all?

Sharing risks you see for your prospect of not changing is challenging for many salespeople. We have not been trained on how to do that. It’s time to get comfortable with the uncomfortable.

Here is a challenge for you.  How do you handle situations where a prospect currently experiences dissatisfaction in one area, but according their thinking changing to you may lead to imperfection in another? They much prefer a fix over a change.

When opportunities stall, have you considered there is another competitor you are competing with? It’s The Hidden Competitor. Listen to this episode how to handle that.