by chris | Dec 22, 2011 | Uncategorized
I have the opportunity to talk with many buyers. I assure you, there are some negotiating secrets they don’t want you to know. Confessions from a buyer: 1. My goal is to always keep the face-to-face meetings short. Keeping meetings short helps to keep the...
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 | Nov 17, 2010 | Sales Motivation, Sales Process
Time. Trust. Tactics. These are the the 3 Ts purchasing departments use to determine how they interact with vendors. When you master an understanding of these, you will see a boost in your sales motivation. First T is time. Buyers are notorious for using this with...
