by Ton Verleg Recently I was approached by a salesperson selling Sales Enablement platforms. His call was out of the blue, I didn’t know who he was. Before the call, there was no initial contact or […]

by Ton Verleg We might be fluent in the classroom but drag us out into practice and we are miserably shipwreckedEpictetus We all need some time off to relax and unwind from our busy business […]

by Ton Verleg Let’s face it: calling on Prospects is not easy. You already know the answer when you ask how content they are with your competitor. Why should they change? They may have been loyal […]

by Ton Verleg What does the Buying Room of your dream opportunity look like? How many stakeholders does it have? What is their role, and for what function? Who is influencing who, and where are they […]

by Ton Verleg Without a doubt, the salespersons facing the biggest challenges in the new way of selling are the Sales Managers because they started their sales transformation journey simultaneously with their sales teams. This means they had to help […]

by Ton Verleg If doctors could sell, they would do a much better job influencing patients to stop smoking, start a proper diet and commence regular exercises. However, that is if they would know and apply […]

by Ton Verleg I was honoured to be the keynote speaker at the Barcelona DHL Express Sales Champions Club celebration a few weeks ago. The theme of my message was: SellLikeNeverBefore- Help Each Other. Let’s […]

Salespeople, going through the transformation of becoming a Trusted Advisor, are learning new skills, a new mindset & a new perspective about the buyer and seller relationship

Thinking like a buyer has opened the eyes of many successful salespersons. Instead of following the sales process steps “uncovering the buyer’s need”, they realize it is much more about the Buyer recognizing that a need exists and the services offered by the current supplier cannot satisfy that need.

When meeting prospects – or stakeholders you have never met before – of course, the first thing you do is introduce yourself. There is a bit of chit-chat time, followed by sharing the objectives of the meeting.