by chris | Apr 26, 2011 | Profit Maximizing Price
“Is my price too high?” We’ve all thought this at one time or another. No matter how good of a salesperson you are, this has entered into your mind. It would be almost embarrassing to realize how much money we all have left on the table because we...
by chris | Apr 14, 2011 | Sales Motivation, Sales Process
I talk to many salespeople, and quite a few of them have a blind spot when it comes to buyers and purchasing departments. If you have ever felt even a tinge of arrogance rise up in you when it comes to dealing with a buyer, this article may surprise you (and...
by chris | Feb 16, 2011 | Sales Process
While you may work primarily with one buyer in a purchasing department, you would be wise to educate yourself on the other key players in the department. Want to know why? Because they travel in packs! No, I’m not being funny. It’s the...
by chris | Jan 19, 2011 | Uncategorized
The buyer you work with today may be gone tomorrow. Are you prepared? You can be. Purchasing departments are continuing to upgrade their talent and their level of professionalism and one of the ways many departments are doing this is by rotating buyers between...
by chris | Nov 24, 2010 | Sales Motivation, Sales Process
This is always a tricky time of the year to be able to juggle how you want to thank a purchasing department you’ve worked with and yet ensure you’re in compliance with any rules or policies your buyer’s company may have. This can be an extremely slippery slope and if...
