Business Development · Business Strategy · Sales Change Management · Sales Strategy · Sales Training · Selling · Strategy

How to Build Value in Your Sales Pitch

If you’re able to build sufficiently high levels of perceived value in the eyes of your Buyer then your chances of securing the order increase dramatically. If that’s not enough for you then let me share some of the other great things that happen when you forget about selling and concentrate on creating and delivering… Continue reading How to Build Value in Your Sales Pitch

Sales Leadership · Sales Management · Sales Training · Solution Selling

If Your Prospect Shows You…

….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…

Sales Audit · Sales Consultancy · Sales Strategy · Sales Training

Customers Love Your Product But Complain About the Price?

Is this happening to you? Isn’t it a killer? After you have done all of that hard work and they complain about price – usually right at the end of the sales presentation. They must have had a rough idea of how much this was going to cost, didn’t they? Why couldn’t they have told me they were… Continue reading Customers Love Your Product But Complain About the Price?