At some point in the sales process the question of budget must be addressed. Ideally – it would be great if the prospect would volunteer their available budget, the price they are currently paying or even what other competitors have quoted…how often does this happen? Furthermore, if this information is volunteered by the prospect, then… Continue reading Asking the Budget Question
I like Solution Selling – executed properly, with integrity and attention to detail it works better than any other method….for starting the sales process. Yes, big caveat there. Solution Selling provides a controlled framework for the start of the sales process…and finding out what the prospect needs and opposed to what they think they need,… Continue reading Is Solution Selling Enough?
Cross Selling and Up Selling – Reality or a Pipe Dream? Many organisations are sitting on a very valuable asset….. They know they have it. They know they should be using it better. They even have some ideas about how they should go about getting more benefit from it…… but that’s often about as far… Continue reading Cross Selling and Up Selling: Creating Value From Existing Relationships