Think Business Case Not Sales Proposal
Would you be surprised to know that many large organizations require a business case for purchases of as little as €20,000? Probably not. As one salesperson told us recently; ‘I have seen more business...
View ArticleSELLING IS DEAD: Moving Beyond Traditional Roles and Practices to Revitalise...
The good news is that the market for your solution is much bigger than you think it is. The bad news is that you need a completely new way of selling in order to capitalize on it. This is the message...
View ArticleLet’s Get Real, or Let’s Not Play – transforming the buyer-seller relationship
Relationships between buyers and sellers are often dysfunctional, often being motivated by fear. For the buyer that is the fear of being talked into buying the wrong solution. For the salesperson it is...
View ArticleBuyer-Seller Relationships: We Ask Dr. Phil for Advice
The straight talking TV psychologist Dr Phil Mc Graw would probably have a lot of say about the typical buyer-seller relationship. He might even go as far as calling some of them dysfunctional. After...
View ArticleFrom Sales Person to Trusted Advisor – Making The Transition
Wouldn’t your job be a lot easier if your customers and prospects saw you as a trusted advisor, rather than a salesperson? Well if the answer is ‘yes’ then ‘Trust-Based Selling by Charles H. Green’s is...
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