by John Graham
For most purchases, especially high-value purchases, people don’t just go from prospect to customer in a single step. They pass through a series of information-gathering and decision stages along the way. Many customers don’t even realize they have a buying cycle. So your job is twofold: help the customer define or refine their buying cycle, and then tailor your selling process to the customer’s buying cycle.
by Art Siegel
Win-Win Negotiation doesn’t happen when either or both parties must give up too much to get a deal. Alternative Currencies provide a way for both sides of a negotiation to win, with each side getting more than they would have by merely focusing on the bottom-line dollars to be spent.
by Pam Lontos
Your title may be sales manager, but you probably also have a few accounts of your own. Your dual roles – developing and managing others while also being a major-account producer – calls for a difficult balancing act. One that you must master to achieve your total goals.
by Keith Rosen
So much of your time goes into prospecting, and your successful sales career requires you to close a large percentage of your most qualified prospects. And not just close them, but to turn them into loyal customers having great lifetime value to your book of business. Here’s what you must do when some of these valuable prospects go cold.
by Tim Connor
A sale happens only when you achieve a comprehensive level of agreement with your customer. Some of these may be different than what you think of as necessary points of agreement in the selling process. So it is important for you to understand the Four Agreements that must be achieved for every successful sale.
