Customer Centric Selling
FEBRUARY 26, 2016
If a seller covers all of the eight items listed below, and the buyer realizes there is a cost of delaying their decision, there are instances where they will volunteer to buy. Before earning the right to close I believe decision makers should: Know the price. Be aware of the business outcome(s) they want to achieve.
Don on Selling
JANUARY 4, 2019
You already know from experience that the order process can take a long time because several decision makers are probably involved in placing an order. For example, I’ve read that more than ten years ago, it would take maybe two people to make a decision. Are you making enough attempts to the key decision makers?
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Sales Hacker
APRIL 13, 2020
Conferences and workshops are obviously being canceled, and the associated costs are significant. However, the presence of so many people, including key decision makers stuck at home searching for things to do, is an obvious opportunity. Just Google, “your niche + workshop + Eventbrite + big city” to get a list of workshops.
Customer Centric Selling
JUNE 15, 2016
When in front of decision makers, there are several things buyers should know before sellers close them: The desired business outcome(s) they want to achieve. Some sellers may discover that if all the items above are known by decision makers, some will actually volunteer to buy. Need some help to increase sales?
OpenSymmetry
OCTOBER 28, 2016
No company has the luxury of an unlimited budget or unlimited time, so decision-makers must prioritize where to invest. For instance, many would concur that a high percentage of sales training is forgotten or ignored in as little as 30 days after the workshop. So let the games begin! Register for this free webinar today!
Customer Centric Selling
APRIL 22, 2015
It’s demeaning when sellers try to close non-decision makers. Sellers make mistakes by not getting in front of decision makers to close. Some reply upon proposals they hope decision makers will not only read but also understand. Less than 2 weeks from the next open workshop in Boston!
HeavyHitter Sales
AUGUST 23, 2016
The personality tests were given to high technology and business services salespeople as part of sales strategy workshops I was conducting. In addition, tests were administered at Presidents Club meetings (the incentive trip that top salespeople are awarded by their company for their outstanding performance).
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