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... by chris | Jun 25, 2013 | Profit Maximizing Price, Sales Leadership, Sales Process, Sales Prospecting
Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. Keep arguing about the price being too high, even if it isn’t. 2.... by chris | Apr 22, 2013 | Sales Mindset, Sales Motivation
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...
