Tag Archives: competitors

Why Marty McFly would make a great salesperson

21st October 2015 is the date Marty McFly arrived in the future in the iconic film Back to the Future. Whilst we might not be whizzing around on hoverboards (well not in my town anyway!) imagine being Marty and glimpsing at future trends such as listening to our music on a tiny device that fits into a pocket or a company that customers can’t get enough of such as Amazon.

Great forward thinkers like Apple and Amazon (and many more) didn’t have a Delorean to take them into the future, but they did have the ability to anticipate what we would want even before we knew we wanted it! This great ability is called customer foresight and we all need to develop it in our organisations if we want to excel at selling and serving and remain one step ahead of the competition.

Most organisations have some insight activity focused on the needs, goals and problems customers currently have and how they can help them, but customer foresight is a different thing entirely. This is about solving problems before the buyer realises it’s a problem. Continue reading

Why people buy and why they don’t

…And what you can do about it.

Have you ever wondered why some sales are easy and others take ages or never convert?
Of course you have! It’s all down to desire or lack of it!

Grabbing attention and building desire is a fundamental part of the sales process.
Buyers buy when they see a direct link between a need, goal or problem they have and your product or service AND they will only buy from YOU if they feel confident that you are better than your competitors. Continue reading