Buying IT has changed. It is now as much a business decision as a technology decision and that makes the financial analysis of the costs and benefits and the return on investment very important. The implication for those selling IT is that a technically oriented sales pitch is no longer enough! With a range of […]
The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.
The reality is that today’s more business focused senior buyers talk quite a different language to the junior, often more technical buyer. That poses a challenge for sellers that have dealt almost exclusively with the technical buyer in the past. Adding some new words to the sales vocabulary is required. Are You Speaking The […]
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.