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Tag Archives: customer commitment

The Challenger Sale

May 10, 2013 – 6:47 pm

Those of you who follow my work will know that as well as working with my own clients I am a facilitator for CEB’s Challenger program and the various associated workshops for sales managers. Many of you will have seen lots written about The Challenger model and so I thought I would give my perspective […]


Sales Mindset – The Problem Solver

June 7, 2010 – 10:46 am

In previous posts I have spoken about the New Buyer and how they differ from buyers of 20 years ago – basically they have all the information at their fingertips to make an informed decision about what you are selling. So what can the “new” sales person offer their customers? Personally, I think we all […]


Negotiation Checklist – Instant Sales Guides

June 2, 2010 – 5:50 pm

Part of the Instant Sales Guides series The Negotiation Checklist Understanding the Customer ☐ What is the business issue they want to solve? (What’s their ROI?) ☐ Who is involved, who are the buying influences and how do they view us? (Executive Sponsor, User, Technical, Coach, Third Parties) ☐ Who are we actually negotiating with, […]


Buying and Selling Cycles

May 7, 2010 – 3:37 pm

So what are buying and selling cycles and why are they important to sales people? Let’s start with the customer’s buying cycle. (Note please click slides for larger views). The buying cycle is the steps in the process that the customer has to work through starting with idea of doing something (an awareness of needs) […]


The Commitment Staircase

April 28, 2010 – 11:13 am

As I mentioned in my previous post, I wanted to channel the energy I saw in a customer’s sales force away from annoying the customer by closing at inappropriate time to adding value to the process. All of the sales people had been taught to close all the time, but when selling more complex products […]


What Customers Want From Sales People

April 20, 2010 – 9:33 am

Do you have a minute? Quickly write down four qualities that customers would like sales people to demonstrate before they buy from them (No peeking!). When I run this session, I write the acronym IKEA vertically down the flipchart and ask people to come up with qualities that start with the four initials, sometimes adding […]




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