The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.
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.
Our deal narratives – the stories we tell ourselves and others about stalled deals – have the power to either limit or boost long term sales success. However new research highlights the importance of writing and then editing the narrative of the lost deal. The Narrative Of The Lost Deal How a seller explains a […]
We did an analysis of sales training courses recently. We found that there was little change in over a decade in terms of the topics being addressed. More important still, it appears that sales training has failed to reflect any of the dramatic changes that have taken place in respect of how buyers buy. Indeed, […]