SBI Growth

MAY 13, 2013

Fix your sales problem in 5 easy steps – sounds great, doesn’t it? Don’t get me wrong, I revel in an easy solution. One of the biggest problems for sales reps is customer objections. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer.

Objections 306

Objections Customer Revelation Buyer Persona 306

HeavyHitter Sales

AUGUST 2, 2013

My recent Harvard Business Review article titled “ Research: How Sensory Information Influences Price Decisions” was based upon a fascinating sales linguistics experiment. Recently, a sales linguistics experiment was conducted in order to   answer this question. MARTIN HARVARD BUSINESS REVIEW SALES ARTICLES'

Revelation 112

Revelation Groups Study Ideal Customer Profile 112

SBI

MARCH 27, 2012

The straightforward and bold-faced revelation in the heading of this article will stand as a commandment in its own right. It is constructed of points and planes of dimensional perspective. So too are these five decrees dependent on a seller’s adherence to their visual dynamic when it comes down to the ultimate objective – the sale.

BANT 107

BANT Revelation Government Face-to-face 107