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The New Buyer

May 19, 2010 – 10:19 am

Have 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 […]


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 […]


Closing Sales

April 28, 2010 – 10:46 am

Closing is a very interesting topic for sales and the whole business. I recently got a call from a Sales Director who said he said he wanted a 1-day closing course for his sales team because they just couldn’t close. As I tried to drill down into the detail, he got quite exasperated, and said […]




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