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...
by chris | Apr 30, 2012 | Profit Maximizing Price, Sales Process
We are still digging deeper into my 5 Sales Tips to Maximize Your Price. If you are late to the game and missed the posts to this point, check out Sell the Outcome, Not the Activity, Sell the Urgency of the Customer’s Timeline and Are Your Customers Confident in You....
by chris | Oct 29, 2011 | Profit Maximizing Price, Sales Process, Sales Prospecting
Don’t say you haven’t asked a customer this question at one time or another. Some of you reading this may ask it regularly and feel it’s a great way to know what the customer has available to spend. Some of you most likely believe it’s a great...
by chris | Sep 20, 2011 | Profit Maximizing Price, Sales Process
I’ve been expanding upon a post on questions you must ask yourself when one of your customers threatens to move their business to another supplier. We are now up to question 7 (links to the previous questions are at the bottom of this post). 7. How will other...
