Get Yourself A New Friend – An Accountant!
Selling to today’s numbers-obsessed buyers requires a new dexterity with numbers. But that…
Sales Maths: How Well Are You Using Numbers To Increase Your Sales?
Sales people have long excelled at relationship building and communication, but to…
Improve Sales Performance By Treating Your Customers Like Buyers!
Why thinking of your customers as buyers could win you a lot more business...…
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.…
A Better Way Of Asking For The Order
Some sellers display a surprising reluctance to ask for the order. Others…
Winning The Deal: The Perils Of ‘Glass Half Full’ Thinking
There is an in-built tendency in most salespeople to over-estimate the likelihood…
How To Tighten Your Grip On The Sale
By focusing so much on their benefits and competitive advantages sellers can…
Maximizing The Power Of Your Sales Proposition
Being heard over the competition in a crowded marketplace takes a special…
Sellers: Don’t Get Caught Offside!
Offside rules in soccer limit the field of play resulting in penalties…
