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From Sales Person to Trusted Advisor – Making The Transition
Wouldn’t your job be a lot easier if your customers and prospects saw you as a trusted advisor, rather than a salesperson? Well if the answer is ‘yes’ then ‘Trust-Based Selling by Charles H. Green’s is...
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How To Sell To Cold & Reserved Buyers
Increasingly salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for your relationship selling strategy?
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Is Relationship Selling Under Attack?
Relationships are an essential ingredient of successful selling. But will your relationship survive a change in the customers strategy, increasing budgetary pressures or the involvement of procurement?...
View ArticleSales Hopscotch: Turning Buying Process To Your Advantage
Buying has become increasing structured and process-driven. The steps in the buyer’s process therefore have a major bearing on the speed and indeed the success of the sale. But adopting a less rigid...
View ArticleSellers: Don’t Wimp Out Because Of Their Process!
Don't get paralyzed by the buyer's process. Don't let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don't cast...
View ArticleSelling To Teams: Lessons From Sport
Some organizations don’t do team work very well. That is a problem in the context of collaborative buying decisions, cross functional buying committees and internal approvals procedures. Some...
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