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New Thinking Blog
Perficency advocates New thinking = New results in business. Our weblog contains new ideas, real life situations, commentary and discussion from our expert sales consultants and business coaches. To join in the conversation, join this site.
Get a Response & Get the Truth from your prospects
In the last week, I have received a number of emails from clients that have had success with what I call the “I’m going away” email. I have written about this before, and I think its worth bringing up again.
Topic of the Day: Curiosity isn't going to kill anyone
Be passionately curious. I recently finished reading the biography of Albert Einstein. He has nothing directly to do with sales and business of course, and yet there is at least one thing that we should all be reminded of. The explanation that Einstein himself most often gave for his mental accomplishments was his curiosity. As he put it near the end of his life, “I have no special talents, I am only passionately curious.”
What are you afraid of?
In my work with business leaders, sales professionals and professional services experts who are looking to grow their business, I find no one is immune to fear.
Perfiency on Ego and Building your House
‘Building Your House on a Shaky Foundation’
Perficency on the top 10%
Your best existing clients are always the easiest places to find new growth, quality referrals and a blueprint for the right kinds of new prospects. At the most basic level, the blueprint for growth-related activities is two-fold.
Some thoughts and ideas from Perficency around "Hope" in selling
One of the words that I hear often from salespeople or subject matter experts who are responsible for generating new business is "hope" or "hoping". This word is like nails on a chalkboard. There is no room for "hope" or "hoping" in sales.
What is your unique value?
Over the past ten years of working with business to business sales and professional services organizations, I have concluded that all of them discount their own unique value. They don't really understand it, and don't effectively communicate it.
Finding a compelling reason to change.
Before presenting your solution, you must find your prospect's compelling reason to change.
”How our assumptions hold us back.”
We make assumptions every day of our lives, about how things are going to be.
Words to STOP using in sales/business development and why.
Our words carry much more weight than we realize.
Going into a first prospect meeting or call, what is typically your intent?
Topic for the day: Have a clear intent before key prospect meetings
Three essential questions in your new business development process
Over the past month in our work with clients and speaking to groups, a "back to basics" theme has emerged. Sometimes we try to get too fancy with our approach to business development - building out complex process maps, jockeying for an upper hand in negotiations, trying to master human psychology and extract all the information inside someone's head.
Of Fish and Lobsters
How often do you look at your sales team (or your own time) and wonder why people spend time chasing the wrong prospects. It's as if they are trying to catch fish when we are in the lobster business...
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- New Thinking Blog
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« February 2012 » Su Mo Tu We Th Fr Sa 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 - Recent entries:
- Facilitating vs. Selling
- Barking Up a Dead Horse – You can’t just WILL yourself or your people to change
- Get a Response & Get the Truth from your prospects
- Topic of the Day: Curiosity isn't going to kill anyone
- What are you afraid of?
- More...
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- Personal Power (1)
- Sales (1)
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