The Ultimate ‘NO’ and How to Overcome It
Few people would accuse those in procurement roles as being ‘yes men’.…
Jefferson, Octupus & Wheelbarrow: Taking Needs Analysis To A New Level
What are the principles of world-beating solution selling? Well, here communicate them…
Want Your Customers To Spend More? Then don’t do this!
The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.…
53% of IT Sellers Have Their ‘Heads In The Clouds’
When it comes to the buyer’s business justification for the purchase of…
Buyers Say: ‘Interactions with Sales People Can Add More Value’
Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research…
Selling To Teams: Lessons From Sport
Some organizations don’t do team work very well. That is a problem…
In Search Of The Number 1 Sales Question
The search for the most powerful sales question is ongoing. The objective,…
Selling Higher: Your Essential ‘C Level’ Glossary
The reality is that today’s more business focused senior buyers talk quite…
Why A Swiss Army Knife Won’t Help You Sell!
Your believe in your product means that you don't hold back in making claims about its features and functions. However, there is a point at which that can become counter-productive. In selling to today's more skeptical buyer it often makes sense to tell what you product won't do too.…
Measuring Success: In Search Of The Ultimate Sales Metric
In search of the ultimate sales metric to measure the quality of the sales experience for the seller and buying process alignment.…
