by chris | Jan 20, 2016 | Sales Process
Purchasing departments have mastered what it takes to get unsuspecting salespeople to sweeten a deal. If you don’t want to be one of those salespeople, you need to get wise about their techniques. Purchasing departments will… Never give any company...
by chris | Sep 5, 2014 | Sales Process
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...
by chris | Feb 4, 2014 | Profit Maximizing Price, Sales Process
A classic battle that occurs on a daily basis happens when the salesperson walks into the purchasing agent or buyer’s office. In a split second, the game is on. As much as most salespeople would like to believe the battle if fought while sitting across from...
by chris | Dec 3, 2013 | Uncategorized
The race is on. The end of the year is near and salespeople everywhere are scrambling. Can you relate? Chances are you can, and at this point in time, it’s game on to grab whatever you can. Guess what? Your buyers know you’re scrambling and to them the...
by chris | Sep 27, 2013 | Sales Process
As a sales manager, one of your jobs is to make sure your salespeople are equipped to succeed when selling to purchasing departments and/or buyers. These selling situations can be much different than other situations, because professional buyers are incredibly adept...
