by Ton Verleg Last week I listened to a podcast by Aaron Evans, Matt Dixon, Anthony Iannarino and Todd Caponi. It was all around the shocking research statistic that when customers are looking for new ideas and solutions to grow […]
This Is What Your New World Looks Like
by Ton Verleg Not only how we sell has changed, but also where we sell is going through a drastic adjustment. The pandemic has forced everyone to rethink how we work, where we work and what a day in […]
The Old Way of Selling is Hurting Your Income
by Ton Verleg Mike, the hero in my New Year’s post, came back to me with a very positive message: “Thanks, Ton; in a recent opportunity with one of my prospects, I have focused on Why […]
Are you ready for the next steps?
by Ton Verleg Loyal readers of this blog are transforming themselves from salespeople who were selling with the seller’s perspective and now becoming Trusted Advisors, selling with the buyer’s perspective. So far, they have the […]
The Misperception about Objections. And how to deal with this.
by Ton Verleg One of the salesadvice blog readers asked my advice on handling objections in the new way of selling. Good question, right? How do you respond when your customer/prospect says: In the old way […]
If You Could Have One Super Power – What Would it be?
by Ton Verleg There we go, the start of a new year, 365 days. Traditionally in the first month or two, we make promises. We chase them in the following nine months and keep the […]
Who Should Make the Discovery anyway?
by Ton Verleg Let’s face it, nearly every day, we are all looking for missing information so we can proceed with a task or a challenge. Eg. We are all looking for missing information until […]
Business is the Language of the New Way of Selling
by Ton Verleg Speaking, writing and reading are integral to everyday life, where language is the primary tool for expression and communication. Language plays a big role in how others perceive your world and theirs. […]
Selling In An Economic Slowdown
by Ton VErleg You can read it in the news, hear it on podcasts and watch it on the major media channels: the economy is slowing down. Businesses are preparing themselves for headwinds to come. Two […]
You need a FACE at the customer’s organisation
by Ton Verleg One of the challenges in the new way of selling is finding and motivating a stakeholder to become a Change Champion for you. Someone who will act on your behalf when you are not there. A […]