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
The sales presentation is your best opportunity to show and tell, but there’s more to it than just showing and telling. You also need to think strategically about the customers buying process and needs, your competitors’ offerings, and why your solution is best. To plan and deliver winning sales presentations, try the following approach: Find … Read full article
Buy-Learning Process consists of four stages with each stage made up of two steps. The four stages are: 1) determining a need, 2) finding the best solution, 3) committing to buy, and 4) evaluating the outcome. For the sake of simplicity these four stages can be named Need, Learn, Buy and Value. The effective sales … Read full article
Is your industry becoming more competitive? Are your prospects taking a closer look at what your competitors have to offer? Selling in today’s marketplace reminds me of that old line from ABC’s Wide World of Sports: “The thrill of victory and the agony of defeat.” For the salesperson and the sales manager in the arena, … Read full article
I recently reread Jim Collins’ book, Good to Great: Why Some Companies Make the Leap and Others Don’t and found that many of his ideas can help you improve performance of your sales team. Collins’ book answers the question: How can good companies, mediocre companies, even bad companies achieve enduring greatness? Using tough standards, Collins … Read full article