….who they really are during the negotiation stage, believe them. Consider this… When the buyer’s primary concern is who is selling at the lowest rate this week…. Or maybe… who’s got the best deal on…. Or they think ‘Let’s wait until the end of the month to buy, we’ll get a better deal then…’ And even, my… Continue reading If Your Prospect Shows You…
Conventional thinking in sales growth is this: If you want a bigger market share for your business then you have to take away sales from someone else…your competitors. Ok, that’s one way. That way leads to reduced pricing, highly competitive and costly marketing/positioning and aggressive selling…it’s a race to the bottom. You’ll have seen it… Continue reading Do you Still Think Sales is a Zero Sum Game?
…how simple it is to boost sales performance and increase profits, lift conversions and shorten sales lead times then you’d never worry about hitting target again. Never. Ever. Join us in Coventry, Manchester or Sheffield on The Sales Improvement Workshop to find out exactly how easy it really is. Priority booking rate ending soon. Don’t miss out… Continue reading If You Really Only Knew….
It seems that sales people can often spend more time selling the price of the solution than selling the solution itself. One way to prevent this happening is to ensure that the prospect fully understands the long terms costs associated with them NOT buying your solution. Only when the prospect fully understands the costs they… Continue reading The Cost of Doing Nothing
Why do some people continue to play a game when they know the chances of winning are stacked against them? Well, I guess, it could be because they want to improve their game, for example. I love swimming but I’m never going to win any kind of medal for it. I have friends who love… Continue reading Changing the Rules of Engagement – Will You?