How Well Are You Selling Change?
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.
Caution: Buyers Are Weary Of Questions
There is a reason why buyers sit back and let salespeople do all the talking — it puts them in control. This is particularly the case because salespeople ask fewer questions when they are talking — questions that buyers may be slow to answer because of: • Political or other sensitivities. • Genuine information gaps. […]
A Mahogany Buying Revolution Catches Sellers Off-Guard
Two fundamental changes are transforming the way important corporate buying decisions are made. The first change everybody is aware of, that is the global economic slowdown and the slow process of recovering from recession. The second change, although equally important, is much less obvious. It concerns the increasingly sophisticated nature of corporate buying decisions. The […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
