Sometime watching sales people in action is like watching a tennis match; prospect asks something and we lob back an answer right away. Other times the prospect will make a comment, and we slam back an answer, at times with more top spin than one would ever need. While there are a number of good [...]
I had a call from the rep in a quandary; she had a client who was running her around, being very demanding and at the same time being less than straight with her. Having worked with her in the past, I know that she was not prone to panic so this had to be a [...]
There is no shortage of talk in sales about benefit and value. While it may have taken a bit of time to get sales people to focus on value, not as defined by a “value proposition” crafted by your marketing department, but value as perceived and defined by your buyer. This is why we teach [...]
I always struggle with the phrase and the delivery of “The Value Proposition”. I understand what is meant when people use the phrase, and what it purports to do, but in most instances, usually due to execution, it just ends up being a pitch, a higher quality or level pitch, but a pitch nonetheless.
In many [...]
Seems the trend for buying decisions being made by groups or committee is growing, and this is not just at large companies. Whether it is the economy, prudence, or required due diligence, and even when thing don’t go to some form of tender, the trend seems to be with us. Yet many sales people continue [...]
