Tips for Sellers

Want Your Customers To Spend More?  Then don’t do this!

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’

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’

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

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

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

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!

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

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.…

Strategies For Identifying Hidden Requirements

Strategies For Identifying Hidden Requirements

Strategies you can employ to powerfully connect with the buyer's hidden agenda. That is the 'un-written' buyer requirements and their more fundamental underlying motivations that can make the difference between sales success and failure.…

How Well Are You Selling Change?

How Well Are You Selling Change?

Your customer's fear of change could lengthen the sales cycle and maybe even jeopardize the sale. However, if handled correctly it can be an ally in winning the sale.…

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