5 ways your sales process impacts pricing
Sales people who fail, often blame price. Good sales people not only make the sale but they avoid or minimise price concessions and their..

Sales people who fail, often blame price. Good sales people not only make the sale but they avoid or minimise price concessions and their..
13-Mar-2019 16:43:39
Topics: Customer Relations
Is your phone ringing constantly with new leads? Is your pipeline full with qualified opportunities? If so, you must be doing a great job with..
15-Feb-2017 20:32:40
Topics: Customer Relations
I use the term ‘Jungle Talk’ to describe the chest-thumping many sales people do when communicating with prospects and customers. In a recent..
19-Oct-2016 11:14:34
Topics: Customer Relations
After many years of being a Sales Trainer, I believe that most salespeople are not aware of how their customers define good selling. Without this..
18-Apr-2016 11:35:28
Topics: Customer Relations
Increasingly I find that my prospects do the selling for me. I will take you through a recent win where I did relatively little conventional..
29-Feb-2016 09:00:00
Topics: Customer Relations
Have you ever paid for something and found it wasn’t what you hoped for? It feels pretty bad. You might think it’s only badly run organisations..
22-Feb-2016 09:00:00
Topics: Customer Relations
I recently had the good fortune to interview Manuel Herrero, the VP Supply Chain Management of Bischofszell Food Ltd. The interview was a rare..
01-Feb-2016 09:00:00
Topics: Customer Relations
Many meetings these days are full of ELFS, before you think I’ve gone mad I mean English as Lingua Franca Speakers. These are people who are not..
25-Jan-2016 09:00:00
Topics: Customer Relations
In the recent research we carried out in collaboration with the Harvard Business Manager we found that customers wanted vendors to communicate..
11-Jan-2016 09:00:00
Topics: Customer Relations
Customers expect Sales People to be subject matter experts. That is one thing that comes out really strongly from the recent research we carried..
09-Nov-2015 09:00:00
Topics: Customer Relations
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