Most C-Level decision makers are sick of educating sales people about his or her business. This explains why breaking into that level of an organization can be difficult. In order to sell at the C-Level, you have to fully understand the world of the typical CEO, CIO or CFO. Knowing their world involves knowing the … Read full article
“Progress always involves risk; you can’t steal second base and keep your foot on first.” Frederick Wilcox Your prospect now enters the Buy stage of the process, having completed the Need and Learn stages. In the Buy stage the prospect first experiences fear, putting the brakes to the whole deal. Eventually, if you pay your … Read full article
Quick review: there are Three Levels of Management within the Student role you play during Step 1 of the Buying Process. The three levels of Management are: CEO, Core Level, and the Support Level. If you can reach and do business with the CEO, you will discuss issues of competitiveness, cost cutting and efficiencies, and … Read full article
Ask any experienced salesperson to describe to you the steps of his or her sales process and you will get a clear and concise answer. Salespeople know the steps of their selling process. The result is that during the sales process salespeople tend to think about what they’ve been taught – the steps of the … Read full article
Negotiate Price Late in the Sales Process, Never Early There is no reason to discuss price until buying desire has been aroused. If you customer doesn’t need it, any price is too high. Discuss price only when buyers recognize what they need and why the need it. Lowering price does not necessarily make a product … Read full article
Throughout the first five steps of the buy-learning process, your prospects’ focus has been on achieving value. They have examined their problems, determined the problems’ seriousness, and examined the alternatives. They have a well-defined expectation of value because their attention has been on the benefits they will enjoy by purchasing. Now, in Step 6, Commitment, … Read full article
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Many salespeople are not getting inside the buyer’s mind. Too often, salespeople focus on their sales processes and objectives, without carefully considering how people make purchase decisions. Consequently, salespeople proceed too quickly: they push. Buyers hate “pushy” salespeople. Pushy salespeople reap a huge harvest of objections from buyers. The sales process then becomes a struggle … Read full article
Customers have higher expectations, and more buying power than ever. They have more options as well. Therefore, companies striving to be the best have made customer satisfaction and retention the cornerstone of their business strategy. To achieve business success, the best companies add to this cornerstone product innovation and quality, and a productive and responsive … Read full article
Your client has certain expectations of you and your product or service. If their expectations are met, or exceeded, they will be satisfied. Simple. Not always. For your product to be successfully implemented into the client’s daily working life, the client must move through a learning process. This process can be described through five phases, … Read full article