John O' Gorman

Caution: Buyers Are Weary Of Questions

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. […]

 John O' Gorman

Buyers: Treat salespeople As you would expect to be treated

Buyers: Treat salespeople As you would expect to be treated

Applying the Golden Rule to Sales What goes around goes around. So treat salespeople as you expect to be treated. Call it good karma, good manners or simply The Golden Rule. Almost everybody in business will have to make a sales call at some time, or other. When they do they hope to be treated […]

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