by chris | Dec 2, 2014 | Sales Process
You may have thought you asked for the order, but did your customer know you were asking for it? Surprisingly, there are quite a few times when the customer doesn’t even know the salesperson is trying to close. The situation usually happens like this: Either...
by chris | Nov 3, 2012 | Profit Maximizing Price, Sales Process
Too many salespeople overlook this fundamental rule — the customer defines value, not the salesperson. The salesperson’s objective is to get the customer to share what they (the customer) want and need. This takes time and a willingness to ask the right...
