Partners in Excellence

JANUARY 11, 2012

One of the major splits I see is sales people who are really order takers versus solution creators. Order takers focus on their product. But the quality of their interaction is very different from a solution creator. After they answer the customer’s questions, they ask for the order.

Prospecting 92

Prospecting Customers Closing Service 92

Partners in Excellence

OCTOBER 30, 2013

Selling and Order Taking are sometimes confusing. Order taking is very important and effective in many customer engagement scenarios. Order taking may be the most effective. Some of the skills we use in selling are critical to order taking. Selling and order taking each have their place. But they are different.

Sell 96

Sell Cross-sell Negotiate Education 96

Partners in Excellence

FEBRUARY 22, 2018

In fact, if all we do is wait for the customer to be ready to buy, we are doing them a disservice, and adding little value–basically becoming order takers. We, sales and marketing, have a huge impact on influencing and shaping the customer’s readiness and desire to buy.

Customers 55

Customers Transportation Construction Manufacturing 55

Partners in Excellence

NOVEMBER 21, 2016

As I listened to the questions, it struck me, the majority of the questions really weren’t about the customer’s needs but really about the product or solution. Sales Automation, Marketing Automation, Financial Systems, Machine Tool, New Building] solution? What other capabilities are you looking for in a solution?

Customers 57

Customers Manufacturing Pitch Technique 57

Hubspot

MARCH 12, 2018

Any takers? But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. To be eligible, just pay me one easy payment of $99.99 before reading the rest of this article. Where Sales Prospecting Went Bad. I don't know what happened exactly.

Prospecting 101

Prospecting Referrals Sales Up-sell 101

Partners in Excellence

JANUARY 16, 2012

Perhaps the solution to world hunger was at hand, I just had to make this visible to the world through my blogging, writing, and speaking! companies and many of the “solutions providers” do the same thing. These solutions truly provide value but to a certain small set of problems and customers.

Pitch 87

Pitch Presentation Sell Prospecting 87

Partners in Excellence

AUGUST 18, 2013

We seek solutions to address the complexity. Related Posts: Complexity Is Just An Excuse Managing Complexity DumbingThings Down Versus Radical Simplification Order Taker Or Solution Creator? Without a doubt, our personal and business worlds are complicated–and getting more so. Avoiding Simple.

Meeting 93

Meeting Customers Service Product 93