Today’s sales conversations seem to revolve more than ever around price.  But, as I’ve said many times before, the customer of yesterday has changed forever.

And today’s buyer wants something different. Price and value are still essential, of course, and today’s customer wants you to know how their business works, so you can make it work better. And guess what; you can’t do that with your traditional sales approach.

This is also the view of Ram Charan, whose book ‘What the Customer wants You to Know’ is part of my sales library, and should be part of yours.

Charan says the heart of the new approach to selling is an intense focus on the prosperity of your customers. No longer do you measure your own success first. Charan suggests that you measure success by how well your customers are doing with your help. So, you take the focus away from selling products and services, and you focus on ways your company can help the customer succeed in ways that are important to that customer.

Charan’s book highlights ways that you and your customer can work together to change the nature of the game in your customer’s industry, based on the value you can help provide. It’s one of the best books I’ve read recently on becoming a trusted partner with your customers, and best of all, it’s packed with tips and ideas on how you can build a relationship that will keep them loyal to you. I’d recommend it for your bookshelf.

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

About 12 months ago I was approached for an interview on how to dominate your market.

Because MTD Sales Training is one of the dominant players in the UK sales training market, Bull Guertin wanted to know what we did to make it so.

Now I’m not going to reveal our secrets because there are plenty of those! But what I did do was tell all around some of the personal branding that I do as the leader of the company.

And I’m pleased to say that my information is covered over 4 pages within the book so I got some decent coverage out of it.

Now in terms of the book, it’s a must read.

Bill has gone to great lengths to interview some of the major players in their field and he has done a lot of research on what it takes to dominate your market.

What I particularly like about it is that it provides you with plenty of practical examples and real-life experiences to bring the book to life.

It will certainly help you to separate yourself from your competition and in markets where suppliers are a “much of a muchness” today, this is really useful.

It’s not too heavy, easy to read and you can digest the info in bite sized chunks.

I would highly recommend this book if you’re looking for something different and want to position yourself as an expert and authority in your field.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

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0800 849 6732

As an “authority figure” in the UK sales scene I am often asked for my input and opinion on the latest book releases that come out on the market.

I’ve actually got 14 of them stacked up at the moment so I’d better get my skates on!

The latest book I have had the pleasure of reading and reviewing is:

“Playing Bigger Than You Are” by William T. Brooks & William P.G. Brooks

Here’s my feedback on this book:

Firstly, this book is all about getting those big accounts. A lot of small businesses are just too scared to or think that the big boys do not need their help.

This book does a great job in demystifying these myths and goes into how and what small business should do to get the giant corporations to play ball with them!

It’s a very easy read and it gives you specific tips and approaches so you can win larger accounts within your target market.

If you run a small business and need a kick up the backside to start hunting for whales than this book will give you the impetus that you need. If you know the value of this already then the start of the book could be a little slow for you but bear with it and read it all.

Overall, this is a good addition to your sales toolbox. We all need those big accounts to keep the wolf from the door and this book helps to break down this process into easy to understand, jargon free information that will help you rather than bamboozle you!

Good job Brooks Group!

Sean

Sean McPheat
MTD Sales Training

Here are some further resources that will help you to close more deals:
(Click on the links below)

Sales Training Open Courses – courses ran at different locations throughout the UK

FREE Weekly Email Sales Tips – receive my tips in your inbox each week

In-House Training – we can come to you and deliver a course for your team