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Monthly Archives: May 2010

Sales Training – Common Mistakes

May 28, 2010 – 12:17 pm

How many times has your company run sales training with no visible effect on the business after the training? There are many reasons that sales training fails, here are some of the most common: No Clear Objectives Many times we have been told by sales managers that their sales team can’t close, so they obviously […]

By John | Posted in Training | Tagged , , , | Comments Off on Sales Training – Common Mistakes


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 […]

By John | Posted in Customer Focus, Negotiation, Sales Process | Tagged , , , , , , | Comments Off on The New Buyer


BATNA – Best Alternative to a Negotiated Agreement

May 8, 2010 – 6:16 pm

One 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 […]

By John | Posted in Negotiation | Tagged , , , , | Comments Off on BATNA – Best Alternative to a Negotiated Agreement


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) […]

By John | Posted in Customer Focus, Sales Process | Tagged , , , , | Comments Off on Buying and Selling Cycles


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