Quote Configurator Answers the Question: How Much Does It Cost?

Cincom Smart Selling

The pricing question can come up at any time during the buy cycle, and it can even come up outside of a buy cycle. If they can’t supply you with basic usage information, your answers should be constructed in an open-ended fashion using terms like our models start under fifty thousand or our base unit with no add-on options starts at between five and ten thousand depending on capacity. Smart Selling Quote Configurator quoting software

Whale Hunting Part I - The Rate of Decay

Tony Hughes

Your likelihood of closing the deal is exponentially smaller with every month that goes buy from the original point of high interest. Customers buy on emotion and close on pure logic. How can I reconcile enterprise sales cycles with my lack of time, capacity or resources?

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The Customer’s Responsibility Is To Solve Their Problem

Partners in Excellence

I just saw a tweet from Andy Paul caught my eye, “The buying cycle has six steps, but in reality prospects have only one task to accomplish: buying the right product or service. Buying the right product or service may be an aspect of the changes that need to be made, but usually, it’s just one component of a whole series of things the customer has to make happen to achieve their goals. Related Posts: Buying Is A High Risk Job!

An Open Letter to Social Sellers Everywhere

Tony Hughes

Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. People buy from those they like and trust; it's an immutable law of selling.