by chris | Apr 14, 2011 | Sales Motivation, Sales Process
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...
by chris | Apr 7, 2011 | Profit Maximizing Price
Dear Valued Customer: Due to the increasing price of fuel, we are being forced to begin assigning a $12.00 per delivery fuel surcharge on all deliveries. We regret having to do this, but due to the increased cost of fuel, we have no other option. It’s our desire...
by chris | Mar 21, 2011 | Sales Process, Sales Prospecting
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. Words and semantics play a big role in...
by chris | Feb 16, 2011 | Sales Process
While you may work primarily with one buyer in a purchasing department, you would be wise to educate yourself on the other key players in the department. Want to know why? Because they travel in packs! No, I’m not being funny. It’s the...
by chris | Jan 21, 2011 | Profit Maximizing Price, Sales Motivation
Like it or not, negotiations are a part of sales. Many salespeople, though, spend more time dreading negotiations rather than developing the sales skills that make negotiations go smoother. If your sales motivation begins to dwindle when negotiations are on the...
