In a complex sale, one in which there is more than one decision maker, you have four types of buyers: the Economic Buyer, the Technical Buyer, the End User and the Coach. Each of them has their role to play. The EB is concerned with the bottom line. The TB is concerned with product performance. […]
Continue readingProspects and customers have two frequent complaints about salespeople. The first, they talk too much. The second, they don’t listen very well. Many salespeople agree they need to be better listeners. Some, in fact, are learning to become active listeners. Becoming an active listener, however, doesn’t ensure that you will improve the results of your […]
Continue readingEven if you think you’re well versed in the selling basics, it’s important to keep your skills razor sharp. Sales fundamentals like listening and asking questions may make the difference between winning and losing, so don’t assume that a refresher course in the basics is beneath your level of expertise. These 10 reminders will keep […]
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