Just How Risky Is The Purchase? A Checklist
Some buying decisions are more risky for the buyer than others and obviously that is of concern to the seller because risk can be a major banana-skin. The perceived level of risk associated with the purchase decision is greatest where: 1 The buying decision is new (as opposed to for example a repeat purchase) 2 […]
Ask Fewer Questions In Your First Meetings
Question With Care! Salespeople have been told to talk less and listen more. In this way they can gain a better understanding of the needs of their customers and prospects. That means salespeople are arming themselves with more and better questions aimed at qualifying the prospect, understanding his needs, eliciting information regarding the buying process, […]
Great News! The Era of the Sales Pitch is over!
Buyers and sellers alike are breathing a sigh of relief as the era of the sales pitch comes to a end. Evidence of the decline can be seen in the growing preference for conversations over presentations as sales people seek to truly engage with potential customers. Don’t Pitch Unless Your Customer is Ready! The sales […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
