The starting point in the redefining of any customer facing activity should be the customer. So what has happened to the patterns of buyer behaviour that means we have to review the way we sell to customers? Original sales training was focused on getting sales people to fully understand the features and benefits of their […]
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Performance Through People
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The New Buyer
May 19, 2010 – 10:19 amHave you noticed something has changed in sales? Everyone now talks about every sale being price sensitive – is this true or is it just sales people making excuses? Firstly, when I do account/opportunity reviews, I am still amazed how many sales people really cannot articulate their value proposition and show a clear line of […]
Posted in Customer Focus, Negotiation, Sales Process Also tagged BATNA, business drivers, business issues, proposal, sales person, value proposition Comments Off on The New Buyer
BATNA – Best Alternative to a Negotiated Agreement
May 8, 2010 – 6:16 pmOne of the concepts that sales people often have difficulty with on an advanced negotiation skills course is BATNA. I intended to create a blog for this topic in the future but there is such a great BATNA example in the news at the moment, I thought I should cover it now. So the situation […]
Posted in Negotiation Also tagged BATNA, culture, sales person, value proposition Comments Off on BATNA – Best Alternative to a Negotiated Agreement
The Role Of The Sales Manager
April 26, 2010 – 10:59 amHave you noticed over the last few years how the role of the sales manager has changed? In the good old days, the sales manager’s mantra would be “how can I help you win the business”, “what resources do you need to win the business”; “can I speak to your contact’s boss to develop the […]
Posted in Sales Management Also tagged Coaching, culture Comments Off on The Role Of The Sales Manager
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