Learning Nugget 23 - 5 Buyer Myths
Myths, fairy tales, wives tales, urban myths, superstitions……..there are alive and well in the world of professional selling. Here are the top 5 common myths that the Enterprise Technology Sales Profession continues to perpetuate; #1 – Customers buy on price Study after study shows this to be a blatant fallacy. One of particular note is from the Chally Group who identified that price is actually the 4th consideration (see diagram at right from their research). Go one step f
Learning Nugget 22 - How Customers Buy
"Real knowledge is to know the extent of one's ignorance." Confucius "Selfishness is not living as one wishes to live, it is asking others to live as one wishes to live." Oscar Wilde We become so intently focussed on our product and service centric sales process that we rarely stop to consider the customers buying process. More over we typically want the customer to buy in a structured way, follow familiar steps and have a clear and definable “buying criteria”. This is evid
Learning Nugget 21 - Innovation is just Connecting Dots
There are plenty of stories of brilliant, world changing light bulb and eureka moments where a new invention was bought unto the world after an unremarkably insignificant event or situation. These laying down reading glasses, or Hamblin Glasses (otherwise known as Bed Prism Glasses) were invented in 1936. By "connecting the dot" of a military submarine periscope to address a problem that still exists today. How to read lying down. OK, so maybe lying down reading glasses aren
Learning Nugget 20 - Your Most Important Skill
Is there only one ? No. In reality there are many; Your ability to learn, unlearn and relearn Empathy Purpose driven passion and persistence And of course courageous co-creation But imagination and creativity are deemed by many to be the most important skill for knowledge workers moving forward. The rapid pace at which technology is evolving means any repetitive activity, even knowledge worker based, will be automated. For those of us in the sales industry this is absolutel
