Ours Is a Relationship Sale.  C’mon Man.  That’s Stupid.

Ours Is a Relationship Sale. C’mon Man. That’s Stupid.

If I had a nickel for every time a CEO told me that their business was different.  That their products and services were sold based on relationships, well I’d have hundreds of nickels I guess.  But I bet that if I could speak to thousands of owners and CEOs they would tell me the same thing and then I’d have thousands of nickels.  Everybody thinks their products and services are special.  That the clients buy based solely on the relationship.  Heck this belief is propagated by the salespeople themselves.  They stake their claim.  Forge the relationship and then hunker down.  […]

Be an Exception to the Latest Depressing Stats on Consultative Selling

Be an Exception to the Latest Depressing Stats on Consultative Selling

Hello. Are There Any Consultative Salespeople Out There?

I read a fantastic, albeit depressing article that was published yesterday by Dave Kurlan, founder of Objective Management Group (OMG).

Periodically, OMG mines the data on the thousands of salespeople that are assessed using their tools each year (now over 1 million salespeople in total). What they have learned is that the average consultative seller competency has not improved much over the last four years. Despite so much more information out there about sales effectiveness. And despite the hundreds of training and development companies that exist to try and improve sales skills of sales […]