Top insights of The Challenger Sale Firstly, the solution selling model is all about giving bundled offerings based on consulting. Solution selling made things difficult and riskier for customers. This is because they seek sales based on consensus, and use 3rd party consultants to pass on a bit of the risk to the supplier. TheContinue reading “The Challenger Sale – Book Summary”
Category Archives: Sales
To Sell is Human by Daniel H.Pink (Book Summary)
The book has strategies and techniques for sales that seem counterintuitive at first but begin to make sense when Pink provides scientific literature to back his claim. His book isn’t just for salespeople; anyone can gain new insights from this book and use them in everyday life Pink begins by expanding the common understanding ofContinue reading “To Sell is Human by Daniel H.Pink (Book Summary)”
SPIN Selling by Daniel Rackham (Book Summary)
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is the most relevant in terms of sales because it addresses the most common sales problem. This book is dense with information so we will break this summary into 6 parts: The process Obtaining Commitment: Four Successful Actions Implied and Explicit NeedsContinue reading “SPIN Selling by Daniel Rackham (Book Summary)”
Never Split the Difference by Chris Voss (Book Summary)
Author Chris Voss, the former international FBI hostage negotiator, shares his tried and tested tactics and strategies for high-stakes negotiations and being more persuasive in life. The best part about the book is that Never Split the Difference, is its actionable insights that you can follow for the average day-to-day negotiations you face. Pinpoints: NeverContinue reading “Never Split the Difference by Chris Voss (Book Summary)”
The hardest part of B2B demos
The hardest part of sales is creating urgency. Not true, the other elements are tricky too, however, most of the times your lead/prospect does not need to buy your solution right now. Now and again you will get those ‘tap ins’ you know, those deals which were sold before the conversation with you the salesContinue reading “The hardest part of B2B demos”
Goal setting
I stumbled across Napoleon Hill early in my teens, I have never read Think and Grow Rich, however, I have listened to the audiobook many times. Whatever the mind can think it can achieve. It is a very powerful message to share with the world. From my time competing, the training I have always hadContinue reading “Goal setting”
Communication & Sales Presentation Skills
Congrats. You have the demo / the meeting with the prospect. Check you out. Relax though, you’re still early stages and the opportunity is yours to lose. How do you convert now you know the prospect has some interest in your solution? Work before demo ✅ Make it personal You’ve heard it before, people buyContinue reading “Communication & Sales Presentation Skills”
Psychological, Internal and External problems of customers
Psychological problems are larger than the story itself. Often talked about using terms like “ought”, “should” or “shouldn’t”. A great example of this is ‘people ought to eat 5 pieces of fruit and vegetables every day as part of a healthy balanced diet ”, how brands catered to this was the inclusion of how manyContinue reading “Psychological, Internal and External problems of customers”
Bedroom 2 Boardroom 🚀 