The Sales Hunter
SEPTEMBER 16, 2014
Buyers take advantage of salespeople. Over the years, I’ve had the opportunity to work closely with a number of buying departments, many times as part of the sales training I’m doing for their salespeople. There are six confessions professional buyers have shared with me regarding how […].
The Sales Hunter
JUNE 25, 2013
Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. If you are a salesperson who has to work closely with buyers, the key when you hear one of these is to first not become flustered.
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The Sales Hunter
OCTOBER 22, 2019
Find out more about how to sell to multiple decision makers in my video below: You can’t be in sales long before dealing w ith this issue. First, you get answers to key information during a non-threatening period of the sales process. Sure, you can ask to be part of the discussion with the new buyer. It’s not hard.
The Sales Hunter
APRIL 22, 2013
Why not make every customer a buyer? Sure makes life easier for you, and as we all know about sales, momentum creates momentum. We’ve all seen situations where it seems like the business just won’t stop, and it all starts with the first sale. For that reason, let’s make every customer a buyer.
The Sales Hunter
SEPTEMBER 5, 2014
Recently I had a guest post on Forbes.com about the ways buyers gain an upper hand with salespeople. If you are like most salespeople, you know that working with buyers creates unique selling situations. I recommend you go into such situations with some insight on how buyers think. Check out the article: 6 […].
The Sales Hunter
DECEMBER 3, 2013
Your buyers know you’re scrambling and to them the end of year is like shooting fish in a barrel. Buyers and purchasing agents know all they have to do is give the salesperson any sense of a hesitation in being willing to buy and they’ll get a deal. In fact, it goes to how the buyer wants to ultimately craft a deal.
The Sales Hunter
APRIL 7, 2012
In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Below are 7 articles I’ve written that dig into the unique dynamics of working with buyers and purchasing departments.
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