by chris | Oct 15, 2012 | Profit Maximizing Price, Sales Leadership, Sales Process, Sales Prospecting
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...
by chris | Apr 30, 2012 | Profit Maximizing Price, Sales Process
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....
by chris | Apr 7, 2012 | Sales Prospecting
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...
by chris | Mar 8, 2012 | Uncategorized
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...
by chris | Dec 22, 2011 | Uncategorized
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...