Selling Only Your Part of a Bigger Solution
Often, we sell one part of a large solution. It happens when our service/product solves a portion of a bigger problem than our offering alone can solve. However, selling one part of a solution [...]
The Problems with Problem Solving
Savvy sales reps know they must solve customers’ problems to get more sales. However, the problem is that very few reps solve problems. Most reps sell at the commodity level but think [...]
The Curse of Knowledge in Selling
Ever hear a sales rep come back to the office and say “We almost got it but the prospect just doesn’t get it.” When you ask them to explain, they do (what sales rep [...]
