by chris | Sep 17, 2014 | Profit Maximizing Price, Sales Prospecting
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... 
by chris | Jun 25, 2013 | Profit Maximizing Price, Sales Leadership, Sales Process, Sales Prospecting
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.... 
by chris | Oct 15, 2012 | Profit Maximizing Price, Sales Leadership, Sales Process, Sales Prospecting
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... by chris | Mar 8, 2012 | Uncategorized
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...
