The Center for Sales Strategy Blog

What buyers fear most...  It is a difficult objection to express, because the buyer doesn’t even know what it is they’re afraid of.  

The first in an 8-part talent development series!

My question for you:  Is your message important enough and smart enough to sit among the many other priorities on this person’s smartphone?  

If you want to be more successful in your prospecting efforts, you may first need to make a paradigm shift—rather than searching for new clients, focus on a client you already have, and then search for that customer’s true needs. 

Each week as I settle in to watch my favorite vocalists compete on "The Voice," I am amazed at the transformations I’m witnessing. Just weeks ago, during the blind auditions, the contestants were a voice among many with raw potential, now they are emerging pop stars. Each week their great voices are more polished—and accompanied by great looks and emerging brands that lure us to cast our votes and purchase their music.

There’s a hotel that I return to every time I visit Portland, Oregon because each time I go, I’m delighted.

The best salespeople understand the value of relationships in these four areas:

Last weekend, our family was sitting around the living room, talking… and in the background, The Wizard of Oz happened to be playing on TV. We happened to turn it on just after Dorothy’s house-turned-aircraft made a crash landing on the Wicked Witch of the West. The munchkins, of course, broke out in a celebratory dance and song. We should sing that song, too.  TODAY.

Over the weekend I saw "Rudy," one of the most inspiring movies in sports. For those of you that have not seen Rudy, it’s all about a person’s passion and persistence to accomplish a dream.