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 […]
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Performance Through People
- Category Archives: Customer Focus
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The New Buyer
May 19, 2010 – 10:19 amAlso posted in Negotiation, Sales Process Tagged BATNA, business drivers, business issues, change, proposal, sales person, value proposition Comments Off on The New Buyer
Buying and Selling Cycles
May 7, 2010 – 3:37 pmSo 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) […]
Also posted in Sales Process Tagged business issues, customer commitment, proposal, sales competencies, sales person Comments Off on Buying and Selling Cycles
What Customers Want From Sales People
April 20, 2010 – 9:33 amDo 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 […]
Tagged customer commitment, sales competencies, sales managers, sales person Comments Off on What Customers Want From Sales People
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