Customer Centric Selling

JUNE 26, 2014

Sales Tips: How to Accelerate Sales and Buying Cycles. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sellers push so hard buyers decide not to buy. If and when they are successful in doing so, buyers have an incentive to make earlier decisions.

Buying Cycle 76

Buying Cycle Discount Energy Incentives 76

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention. Need some help with your sales performance?

Closing 61

Closing Training Buying Cycle Incentives 61

Customer Centric Selling

MAY 22, 2013

Sales Training Article: Premature Closes. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In creating and evolving CustomerCentric Selling®, a cornerstone of our methodology has been trying to provide superior buying experiences. Need some help with your sales performance?

Closing 45

Closing Training Buying Cycle Incentives 45

Customer Centric Selling

JANUARY 27, 2016

While knowledgeable buyers present unique challenges another trend has been the increasing number of stakeholders in making buying decisions. Selling isn’t easy but when there is just one person to work with, it is far easier than having to herd a committee of 5 people through buying cycles.

Buying Cycle 40

Buying Cycle Incentives Incentive Enterprise 40

Customer Centric Selling

APRIL 22, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Making a decision when buying sales training or process is difficult. Some buyers will be “put off” and may decide not to buy. This flies in the face of the reality that people prefer to buy without high-pressure tactics.

Closing 40

Closing Decision Maker Buying Cycle Discount 40

Customer Centric Selling

FEBRUARY 26, 2016

Even if successful, sellers often have to discount or make other concessions to incent buyers. In my mind, a buying cycle is much like a play. But when it does happen, it feels awfully good for both sides, and it reflects a well-executed buying cycle. Need some help to increase sales?

Buyer 40

Buyer Closing Decision Maker Proposal 40