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?
Delivering Sales Training is about making a measurable and sustainable difference in outputs, behaviours and in alignment with corporate sales goals and strategies. At Morton Kyle, we are as driven to get results from your team as you are. Your success means we know we have done a great job for you. To do this… Continue reading Using Return on Investment to Drive Sales Performance