Help your customer to make the right choice
As a vendor you and your team have put a huge amount of effort into the whole pitch process. In particular you have put everything into that final..
As a vendor you and your team have put a huge amount of effort into the whole pitch process. In particular you have put everything into that final..
Customers expect Sales People to be subject matter experts. That is one thing that comes out really strongly from the recent research we carried out..
Within the last couple of days I have had 2 conversations with senior managers from organisations where we’ve run very successful Sales Trainings...
Sales People are driven. Usually by a desire to win, to meet targets and to make commission. That’s true for me too. I am determined to get as much..
If you are not in charge of your Sales Process your forecast will be no more than guesswork and you will lose opportunities that you thought you were..
Of course your customers trust you. Don’t they? Trust is the single most important part of the relationship between a Sales Person and the customer...
When I ask Sales People what percentage of the time the customer should be talking, they typically say 70%. But in reality they do 70% of the..
What customers say about you is the clearest possible indicator of whether they are going to move forwards. They don’t necessarily say things..
Back in the 1960’s the US car rental company Avis ran an advertising campaign with the strapline ‘We try harder’. The basis of the ads was that..
See if this scenario rings any bells. You’ve had a great first meeting with a client and they seem really keen to do business with you but when you..