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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- Tag Archives: proposal
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The New Buyer
May 19, 2010 – 10:19 amPosted in Customer Focus, Negotiation, Sales Process Also tagged BATNA, business drivers, business issues, change, 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) […]
Posted in Customer Focus, Sales Process Also tagged business issues, customer commitment, sales competencies, sales person Comments Off on Buying and Selling Cycles
The Commitment Staircase
April 28, 2010 – 11:13 amAs 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 […]
Posted in Closing Also tagged complex products, complexity, customer commitment, sales person Comments Off on The Commitment Staircase
Closing Sales
April 28, 2010 – 10:46 amClosing 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 […]
Posted in Closing Also tagged business issues, complex products, value proposition Comments Off on Closing Sales
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