Tips for Sellers

The Ultimate ‘NO’ and How to Overcome It

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

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!

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.…

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