by chris | Sep 27, 2013 | Sales Process
As a sales manager, one of your jobs is to make sure your salespeople are equipped to succeed when selling to purchasing departments and/or buyers. These selling situations can be much different than other situations, because professional buyers are incredibly adept...
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 | Apr 6, 2013 | Profit Maximizing Price, Sales Leadership, Sales Process
Too many salespeople and sales managers are “asking” a customer for a price increase. This is the wrong approach! You need to confidently tell the customer you are taking a price increase. This isn’t about arrogance. It’s about confidence and...
by chris | Jan 12, 2013 | Profit Maximizing Price, Sales Process
If you are like a lot of salespeople, the thought of working with buyers and purchasing departments may be one of the most frustrating parts of your job. I want you to know that it doesn’t have to be this way. Once you understand how buyers think, you will see...
by chris | Oct 20, 2012 | Profit Maximizing Price, Sales Leadership, Sales Mindset, Sales Process
Do you work closely with buyers and purchasing departments?. The more you understand how they operate, the more you will be in a great position to help them. Sales negotiation with a buyer and/or purchasing department does not have to mean losing profit. Too many...
