by chris | Jun 8, 2016 | Sales Process, Sales Prospecting
One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions have to fit your personality and your market and allow you to move the process forward. Below are what I’ve found are the 10 best sales...
by chris | Jan 20, 2016 | Sales Process
Purchasing departments have mastered what it takes to get unsuspecting salespeople to sweeten a deal. If you don’t want to be one of those salespeople, you need to get wise about their techniques. Purchasing departments will… Never give any company...
by chris | Dec 3, 2014 | Sales Process
The dreaded buying department is the nemesis for too many salespeople. In fact, not only do many salespeople dread it, but most marketing teams do as well. Why? It’s simple – the masters of the buying department know how to get the best of the vendor sitting across...
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 | Sep 5, 2014 | Sales Process
Recently I had a guest post on Forbes.com about the ways buyers gain an upper hand with salespeople. If you are like most salespeople, you know that working with buyers creates unique selling situations. I recommend you go into such situations with some...
