Category Archives: Sales

The Myth of Multi-tasking

An important character trait in many recruitment adds for sales people is to be able to handle “many balls in the air simultaneously”. I think this is a harmful perspective on a salesman since the only way to handle this many balls (read tasks) simultaneously is to throw the balls as far away from you as possible in order to do some real work before catching the next ball. I claim that no one can do anything effective while multi-tasking (no not even women).

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Intention is more important than technique.

Let’s imagine you meet two salesmen to find out if they can help your organization with a problem. The first salesman is acting professional, is well spoken and showing you several alternatives and ROI but you have this feeling that he is hiding something or you are not sure you can trust him. The second salesman is not so well dressed or does not have as impressive slides as the first salesman but you feel that this guy really are here to help you rather then just making the sale for his own. Who would you like to do business with? Sales people are putting much money and effort in improving their sales technique to increase their outcome but are sometimes working under dysfunctional paradigms ignoring the fundamental aspect to help the customer whether it happens to be with their own product or not.

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Make compelling presentations

Presentation and communication skills are essential for all sales people and leaders. If you can not get your message across appropriately there is a risk people do not understand, or worse, not buying in to your ideas. Yet so many people ignore the value of professional presentations and settle for mediocre ones. Many people are looking down on PowerPoint presentation with comments as “The best sleeping pill” and “Death by PowerPoint” but I think it is too easy blaming a tool when the real problem is the operator.
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Value based fees – fantasy or future?

Let’s say that you can provide a service to a customer that will save him $1.000.000  per year. What price would be reasonable for this kind of service? $50.000, $250.000 or maybe $500.000? What if your investment for providing this service only cost you about $5000 or let’s say 2 weeks of work. 2 weeks work translates to an hourly rate between $625 – $6250. This is a situation a consultant can come across quite frequently with a traditional hourly based business model. You could think that a price of $6250 per hour is way too high but should we not solve our customers problems as fast as possible? Read more »

Who are your most important customers?

Probably some Swede will state that “all customers are of equal importance” since this is a traditional Swedish mindset. I say this is rubbish! Of course not all customers are of equal importance to your business, the business environment is far too complex for that to be true. It is critical for your business success that you strive to focus your limited resources where it will be most likely to provide the greatest return on investment (ROI). Read more »