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Tag Archives: relationship

The changing requirements of the buyer

February 14, 2012 – 8:00 pm

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 […]

By John | Posted in Customer Focus, Executive Selling, Sales Management | Also tagged buying, change, gathering information | Comments Off on The changing requirements of the buyer

What a Customer wants to see from a Sales Person

May 7, 2011 – 12:03 am

I often run this as an exercise on a flip chart or whiteboard – down the left hand side I write I K E A And I say these are the 4 things that a customer wants to see in a sales person (especially if they are Swedish!). So I is for? Integrity – honesty, […]

By John | Posted in Customer Focus, Sales Attitude | Also tagged empathy, sales person | Comments Off on What a Customer wants to see from a Sales Person

SMARTER Questions Checklist – Instant Sales Guides

June 4, 2010 – 1:57 pm

Part of the Instant Sales Guides series © The SMARTER Question Checklist For a detailed description of what SMARTER questions are, and why they are a great aid to selling, please visit the website page.  Here are some examples, and as they have to be specific to a customer, I have used examples that IT […]

By John | Posted in Sales Guides | Also tagged chief executive officer, chief financial officer, influencer, priorities, question checklist, questions | Comments Off on SMARTER Questions Checklist – Instant Sales Guides

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