by chris | Nov 3, 2010 | Sales Motivation, Sales Process
When working with purchasing departments, try to find out who the “key players” are in the department. Don’t think for a moment the buyer with whom you’re working is the one making all the decisions regarding you and your business. Every purchasing...
by chris | Nov 1, 2010 | Sales Process
I always tell salespeople to not enter into a negotiation phase too quickly. Concentrate on selling first, and only turn to negotiating if the circumstances warrant it. Even then, some helpful tips can ensure the negotiation process goes smoother than if you...
by chris | Oct 15, 2010 | Sales Motivation, Sales Process, Sales Prospecting
The year-end push is underway. I’m always amazed at the number of companies that have funds available to make purchases as the year draws to a close. For most companies, there are slightly less than 3 months left in the fiscal year. When one fiscal year...
by chris | Sep 29, 2010 | Sales Process
Never negotiate with anyone unless they are ready to buy. I hate to say it, but this is one of the easiest games experienced buyers will use on a salesperson. They will let the salesperson believe they are ready to buy and make them sweat. The more the salesperson...
by chris | Sep 8, 2010 | Uncategorized
Did you know that most purchasing departments have multiple sets of deadlines to which they are always trying to adhere? The wise salesperson understands these. The first set of deadlines is in conjunction with the products or services they’re buying. These are the...