Recently I had a guest post on Forbes.com about the ways buyers gain an upper hand with salespeople.
If you are like most salespeople, you know that working with buyers creates unique selling situations. I recommend you go into such situations with some insight on how buyers think.
Check out the article: 6 Ways Buyers Gain an Upper Hand with Salespeople.
Also on Forbes are two other articles I wrote that I think you will appreciate:
Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.