by chris | Jan 19, 2011 | Uncategorized
The buyer you work with today may be gone tomorrow. Are you prepared? You can be. Purchasing departments are continuing to upgrade their talent and their level of professionalism and one of the ways many departments are doing this is by rotating buyers between...
by chris | Dec 15, 2010 | Sales Process, Sales Prospecting
Your follow-up questions are more important than your initial questions. Follow-up questions are always going to be worth more to you in terms of giving you valuable information than your initial question ever will be. Buyers typically will not throw out the real...
by chris | Nov 26, 2010 | Sales Motivation, Sales Process
A year ago I was working with a company where a salesperson was able to secure a new customer after having called them repeatedly on the telephone for nearly a year. Your sales motivation will take a positive leap when you learn from this story: To show appreciation...
by chris | Nov 24, 2010 | Sales Motivation, Sales Process
This is always a tricky time of the year to be able to juggle how you want to thank a purchasing department you’ve worked with and yet ensure you’re in compliance with any rules or policies your buyer’s company may have. This can be an extremely slippery slope and if...
by chris | Nov 17, 2010 | Sales Motivation, Sales Process
Time. Trust. Tactics. These are the the 3 Ts purchasing departments use to determine how they interact with vendors. When you master an understanding of these, you will see a boost in your sales motivation. First T is time. Buyers are notorious for using this with...
