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?
Working with a sales team is a juggling act – there will be different sales styles, ways of working, levels of success, levels of effort and motivation. That’s a bundle of variables for any Sales Manager or Team Leader to deal with…. And these variable are often reflected in inaccurate sales forecasts. Over time, the… Continue reading How Accurate Are Your Sales Forecasts?