Putting the You in USP
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..
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..
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..
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..
Here is the way old school Sales People think about Procurement. ‘They are the enemy. They make me jump through endless hoops. If I can just get past..
Apparently the French like to buy their hand dishwashing liquid in large containers, 1.5 litres is quite usual. I confess I don’t do much dishwashing..
Death by falling in love! It may sound more like opera than complex B2B selling but this is what I call the phenomena of a Sales Person giving all..
I am sure you already know about the Buying Centre, maybe you call it the Buying Group or Decision Making Unit and you may use different terminology..
I may be a bit biased but there is no doubt that the Swiss make excellent chocolate. High quality combined with clever marketing has resulted in..