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Why not make every customer a buyer? Sure makes life easier for you, and as we all know about sales, momentum creates momentum. We’ve all seen situations where it seems like the business just won’t stop, and it all starts with the first sale. For that reason, let’s make every customer a buyer. Yes, you [...]
If you are like a lot of salespeople, the thought of working with buyers and purchasing departments may be one of the most frustrating parts of your job. I want you to know that it doesn’t have to be this way. Once you understand how buyers think, you will see how they can be one [...]
Do you work closely with buyers and purchasing departments?. The more you understand how they operate, the more you will be in a great position to help them. Sales negotiation with a buyer and/or purchasing department does not have to mean losing profit. Too many salespeople are missing out on key opportunities for success because [...]
Professional buyers are just that — professional. They got there because of their ability to secure better deals. I’m not going to fault the work of professional buyers, because they’re doing what they’re charged to do and they do it well. Just because they’re doing their job well should not mean the salesperson should suddenly [...]
We are still digging deeper into my 5 Sales Tips to Maximize Your Price. If you are late to the game and missed the posts to this point, check out Sell the Outcome, Not the Activity, Sell the Urgency of the Customer’s Timeline and Are Your Customers Confident in You. Now I want to look at the tendency some salespeople [...]
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