To Sell More – Empathize More!
Salespeople who understand the buyer more, sell more. That is clear to…
Sellers: How To Avoid Getting Shown The Red Card
No salesperson ever sets out to give a buyer the hump, but…
Do You Know The Buyer’s ‘Should-Cost’ Estimate?
What the buyer expects your solution to cost has a major bearing…
How To Make The Cost Cutting Buyer Your Ally
Today’s buyers are hell-bent on cutting cost. However for sellers that need…
Are You ‘Easy Prey’ For Aggressive Buyers?
With more sellers chasing fewer customers, do buyers now have the upper…
RFX: Are you sure you don’t have anything else to add?
If there are key points of information that have not been elicited by the main content of the RFX, then the ‘Any Other Information’ panel should indeed be used in order to provide it. …
Can Sellers Really Help Buyers To Buy?
Can Sellers Really Help Buyers To Buy? Well, if you listen to buyers the answer is a disappointing 'no'.…
Oh, that buying was so simple!!
The 5 steps model of buying is a one dimensional picture of buying can catch the salesperson off his, or her guard. …
Good Guys Don’t Finish Last!
Many salespeople believe that ‘good guys finish last’, however those that really…
Traditional Sales Skills Can Be Part of The Problem, Not The Solution
If you are still focused on selling skills, then you are missing…
