In many sales organizations, especially when geographically dispersed, strategic information is the currency. Value it accordingly. Continue reading
The idea of contributing valid marketing fundamentals so that both sides have opportunities to create even more value later still works. Continue reading
Nevertheless, an important part of marketing is the ability to highlight alternative benefits that intrigue less-than-loyal customers. Continue reading
Nevertheless, the path to enduring business victory remains where execution resulting in complete satisfaction for both buyers and sellers happen concurrently. Continue reading
Consequently, sales champions listen with their ears and their hearts. Make the story about the buyer. Feed the buyers inner priority! To be a true sales champion, the next step is to guarantee that the buyer’s boss has his primary needs met, too. Continue reading
But before the story works its magic, the sales professional must connect with prospects, target markets, referral partners, and buyers so that all characters emotionally experience the same happily ever after that the sales professional projects. Continue reading
Processes matter. Successfully identifying what will go wrong in the future enhances solutions that are effectively sold today! Continue reading
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Remember, the customer may not always be right. However, their perspective will prevail! Create a dialogue that gives the buyer as many opportunities to prevail as they reasonably can, until achieving, “Yes, I’ll buy it!”. Undisciplined sales reps often win the argument and lose the deal! Continue reading
“Have I got a deal for you!!” This fast-talking salesman reflects a comical stereotype that suggests that business deals include sales professionals talking an unsuspecting customer into buying what they really do not need. Like many stereotypes, a piece of … Continue reading
Once upon a time, I win! That is the whole story. This short story completely summarizes the emotion, tension and finality of an epic adventure. From a business perspective, a great story incorporates a foundation for intelligent planning, strategic processes … Continue reading
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