The TWO Irrefutable Laws of Selling

I am excited to be hosting my first guest blogger to Sales, Life & Leadership! I encountered Gerry Layo when he spoke at a Motorola Solutions Channel Partner Expo, early in 2012. I read a lot of sales blogs and books, and I have witness many keynote speakers, but Gerry's presentation stood out above the … Continue reading The TWO Irrefutable Laws of Selling

Tune in to WII FM!

Some background before I start my rant: I work for a mid-size telecommunications company who specialize in two-way communications and sophisticated communication systems. If that didn't bore you and you have an interest in what we do, check us out by going to  westcan-acs.com (shameless plug complete). The point being, it is not difficult, nor time-consuming … Continue reading Tune in to WII FM!

What It Takes To Sell (part 2)

In part 1, I discussed the challenge sales professionals face when it comes to relinquishing control during a sales cycle. The fact of the matter is, customers do a significant amount of research before engaging a sales person; and we need to be adequately prepared. What I left out for part 2 was how we can start "getting in … Continue reading What It Takes To Sell (part 2)

What It Takes To Sell (part 1)

I would like to continue on from a previous post (found here) and there is a new 'Moment of Truth', as Google calls it. Previously I recommended an e-book called ZMOT, which outlined a 'Zero Moment of Truth' for buyers. It says that once a consumer encounters stimulus related to a product or service, their … Continue reading What It Takes To Sell (part 1)

What on Earth is a ZMOT?

Buying habits and strategies have changed; and it's no surprise they will continue to evolve as information becomes increasingly available. A replacement battery for a garage remote can cost you $13 at a local electronics store, or you can buy it for $1.01 and have it shipped free, from China: no-brainer! In a global market … Continue reading What on Earth is a ZMOT?

The Ford Truck Box Experience

I have been wanting to post this for some time, but after an exhaustive search I cannot find the video I desired. So here goes without my visual aide! A number of years ago Ford aired an advertisement where they vertically suspended a new F-150 in the air, attached only by the box. The narrator … Continue reading The Ford Truck Box Experience

The Sales Relationship Paradox

Hefty title isn't it? Sounds ominous... First let me take a step back. In a previous post I wrote about how the sales relationship is changing ("Goodbye Solution Sales?") and how advancements in technology continue to increase the amount of information that is available to perspective buyers. I want to elaborate on a point that, as … Continue reading The Sales Relationship Paradox

Tis The Season

The Christmas holidays are just around the corner and as always it has managed to sneak up on me. Which is why I'm so thankful for my wife and her proactive holiday thinking and doing. I look forward to seeing my 22-month old daughter react all the festivities that Christmas brings: last year she just … Continue reading Tis The Season

Goodbye Solution Sales?

I read an article several months ago that was published by the Harvard Business review. It cited "The End Of Solution Sales" (found here) and since reading it I've been wracking my brain about how to properly communicate my thoughts. For those who haven't read the article, it suggests that sellers are no longer required … Continue reading Goodbye Solution Sales?

Are You Ready For An Answer?

I will do my best to keep this post short as my last one was fairly lengthy. Although if you haven't read it, I highly recommend you do (unbiased opinion of course) - click here. My wife and I were at Home Depot on the weekend, which is usually one of my favourite stores to … Continue reading Are You Ready For An Answer?