In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Below are 7 articles I’ve written that dig into the unique dynamics of working with buyers and purchasing departments. I encourage [...]
In my work as a salesperson and as a consultant, I’ve spent quite a bit of time with professional buyers. While many of you may think of them as the nemesis of the sales world, they actually can be a key part of your ability to score sustained profits. Here are 3 things you must [...]
I have the opportunity to talk with many buyers. I assure you, there are some negotiating secrets they don’t want you to know. Confessions from a buyer: 1. My goal is to always keep the face-to-face meetings short. Keeping meetings short helps to keep the salesperson guessing, and when they start guessing, they tend to [...]
I talk to many salespeople, and quite a few of them have a blind spot when it comes to buyers and purchasing departments. If you have ever felt even a tinge of arrogance rise up in you when it comes to dealing with a buyer, this article may surprise you (and hopefully motivate you) with some relevant truths.
Guest Post Monday! Today we hear from Tibor Shanto of Renbor Sales Solutions. He is an author and sales consultant who helps countless companies. I encourage you to check out his blog and to listen in on his below insights.