By Kelly Riggs | Sales + Leadership
Leading a “change” initiative in the workplace is influenced by the same exact psychology that salespeople encounter in selling – a fact not readily apparent to the vast majority of managers. But, the truth is, if you don’t understand how to sell, you’re going struggle to implement change effectively in the workplace. Because leading change is “selling.”
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By Kelly Riggs | Sales + Leadership
The reason that I love selling so much is that I love to compete. I love that I can adjust, change directions, learn new skills, and develop new ideas in order to create more success. Selling is a dynamic enterprise that rewards initiative and drive and excellence. But we in the profession are often guilty of doing a HUGE disservice to the profession.
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By Kelly Riggs | Sales + Leadership
Customers clearly care about a lot of other things other than price. In addition delivery and service and follow-up, they also care about support, and training, an innovation, and efficiency, and a dozen other things. But, for some reason, you can’t get them to focus on those things – not until they’ve beaten you up for a better price. The fact is, you will never get to the top of the sales leaderboard by cutting your prices. And until you learn how to avoid the commodity trap, you are pretty much screwed.
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By Kelly Riggs | Sales + Leadership
Handling customer objections can be a challenge. But the REAL problem is trying to figure out the difference between a genuine objection – a legitimate barrier – and the kind of objection that’s designed to communicate something entirely different: “I’m really not interested, but I don’t want to come right out and say so.” Been there?
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