Sales Maths: How Well Are You Using Numbers To Increase Your Sales?
Sales people have long excelled at relationship building and communication, but to be truly persuasive in the face of modern buying sellers need a new skill. That skill is maths. But just how good is your sales maths? Could using numbers help you sell more? Selling To Numbers-Obsessed Buyers Today’s buyers are more hard-nosed, results driven and […]
Improve Sales Performance By Treating Your Customers Like Buyers!
Why thinking of your customers as buyers could win you a lot more business…
Sales Limbo: Are You Still Waiting For The P.O.?
Sellers are rightly reluctant to celebrate the winning of a deal until all the paperwork has been received, but it can be very slow in coming. Indeed, waiting for the P.O. is the equivalent of Sales Limbo. There was a time when the signing of the deal was the culmination of all the seller’s […]
Price Negotiation: The Buyer’s Broken Calculator
To reduce price discounting sellers need to focus on how buyers do their maths.
Sales Negotiations: Don’t Let Them Slice Your Margins!
Shrewd buyers have learned that negotiation is like salami – its best to cut in slices.
Procurement Systems: The Implications For Sales Professionals
If your customers are using a procurement system then it has implications for how you sell.
Your Prospect’s Procurement Policy Is A Must Read!
Sellers can learn a lot by reading the policies and procedures of their customers and prospects. It is an often overlooked but valuable source of insight on how the buying decision is going to be made. In this insight we examine the information typically contained in procurement policies and how sellers can use them. […]
A Better Way Of Asking For The Order
Some sellers display a surprising reluctance to ask for the order. Others are not so shy, but ask for the order in a way that can put the buyer off. In this article we examine the best way of asking for the order. The Trouble With Closing Closing techniques from the ‘always be closing’ school […]
Winning The Deal: The Perils Of ‘Glass Half Full’ Thinking
There is an in-built tendency in most salespeople to over-estimate the likelihood and timing of a deal. That is a scientific fact, however this ‘glass half full thinking’ can be a real impediment to deal success. Why The Seller’s Glass Is Half Full The glass half full is a simple yet effective means of categorizing […]
Selling Like Columbus – Overcoming The Challenges Of Mapping The Deal
Most sellers struggle to map out exactly how their prospects are going to make the buying decision. That is because the buying process is uncharted water and that leaves sellers vulnerable to a shocks and surprises. In this insight will present 10 steps for a more accurate undestanding of how the decision will be made. […]
How To Tighten Your Grip On The Sale
By focusing so much on their benefits and competitive advantages sellers can easily lose their grip on the sale. To get maximum leverage they must connect with what the buyer is really trying to achieve. That is the buyer’s strategy. How To Get Maximum Leverage Over The Sale? We use a metaphor to explain how […]
Maximizing The Power Of Your Sales Proposition
Being heard over the competition in a crowded marketplace takes a special type of message. Indeed it takes a message that is up to 10 times more powerful. Most sales and marketing literature ends up in the bin To understand why we conducted research on why some seller messages get heard, while most others don’t. […]
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