John O' Gorman

The Top 10 Most Revealing Deal Questions

The Top 10 Most Revealing Deal Questions

Imagine you are asked as a sales manager to evaluate a key deal. How many pieces of information would you need in order to assess the likelihood of the deal closing as forecast?

 John O' Gorman

Why BANT Is Not Enough!

Why BANT Is Not Enough!

The VP of Sales had just taken to the stage. With his opening remark my jaw dropped. ‘BANT is no longer enough’ he proclaimed.

 John O' Gorman

A Better Way Of Asking For The Order

A Better Way Of Asking For The Order

Some sellers display a surprising reluctance to ask for the order. Others are not so shy, but ask for the order in a way that can put the buyer off. In this article we examine the best way of asking for the order. The Trouble With Closing Closing techniques from the ‘always be closing’ school [...]

 John O' Gorman

Let’s Get Real, or Let’s Not Play – transforming the buyer-seller relationship

Let’s Get Real, or Let’s Not Play – transforming the buyer-seller relationship

Relationships between buyers and sellers are often dysfunctional, often being motivated by fear. For the buyer that is the fear of being talked into buying the wrong solution. For the salesperson it is the fear of missing target. Rather than working together for a win-win outcome, both sides are often pulling against each other. However, [...]

 Ray Collis

How to Maximise the Success of Your Sales Calls

How to Maximise the Success of Your Sales Calls

In the present environment, salespeople are delighted with the opportunity to meet with anybody who expresses an interest. But, what exactly is the purpose of that first meeting and how to maximise its success? For example, how speedily can you qualify the opportunity? To help you we have pulled some of the key points from [...]

 John O' Gorman

How to Maximise the Success of Your Sales Calls

How to Maximise the Success of Your Sales Calls

In the present environment, salespeople are delighted with the opportunity to meet with anybody who expresses an interest. But, what exactly is the purpose of that first meeting and how to maximise its success? For example, how speedily can you qualify the opportunity? To help you we have pulled some of the key points from [...]

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