Today we will look at how we bridge the gap between introduction and uncovering the buyer’s need, which of course is the primary aim of the sales interview. If we are to be able to add any value through our solutions a way to do this is to set an agenda.
By setting an agenda at [...]
Today I would like to drive home the importance of having a sales process for maximizing your sales results and increasing sales revenue.
This is the first part, having a process; however the most important step is training the salespeople in this process.
Many companies when looking at their sales teams subscribe to the old syndrome “if [...]
As has been discussed in earlier articles, sales teams need to have a process to follow when presenting to new prospects to ensure more consistent closing ratios.
In my experience very few companies I have seen have taken the time to identify the most effective process for selling their products or services which brings me to [...]
Why Do Customers Change Their Minds?
You’ve seen it happen before. You speak to a customer. You send them information. You make the best presentation ever. And they happily shake your hand and then there’s complete silence. They don’t write back. You can’t seem to get them on the phone. Even your emails go unanswered.
Most of [...]
I’m rapidly coming to the conclusion that the old saying “it’s not what you know, it’s who you know” really is the secret to success. It’s not so secret of course – we all know it, but few of us ever spare it enough thought and, more importantly, have a plan to ‘do it properly’.
May [...]
