This is a hot topic because it happens a lot. Buyers take advantage of salespeople. Over the years, I’ve had the opportunity to work closely with a number of buying departments, many times as part of the sales training I’m doing for their salespeople. There are six...
Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. Keep arguing about the price being too high, even if it isn’t. 2....
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...
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...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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