When Do Executives Buy? When do the C-level executives make the decision to buy? When they believe that your solution brings new “opportunity” to their company. Most executives are decisive. They evaluate their decisions based on specific parameters; is this…
It’s often said that knowledge is power – what should you know about your prospects that would have better prepared you for the outcome just described. It usually signifies a lack of preparation and knowing everything you need to know…
The Eight Worst Words You Can Ask What will it take to earn your business? These are probably the worst eight words a sales professional can ask to win the customer’s business. It’s almost like asking, what would it take for…
Customers buy when they feel good about the relationship they’ve established with the sales person - people trumps process. It is our natural tendency to buy based on emotion and then to justify our decision with left brain logic. Therefore,…
To build successful sales relationships, there are three critical components: expertise, enthusiasm and empathy, all of which lay the foundation for the even more critical component, trust. Unfortunately any of these three individually or any combination of two won’t make…
Many sales training programs miss the mark since it’s all about the company, their products and services and cookie cutter sales methodologies are taught without considering the specific sales environment. Is it a long sales cycle or short? Multiple decision…
Customers buy when they see a perceived value that outweighs the cost of the investment. What we need to realize is that there are three components of value; economic, business and personal. All three have an impact on the customer’s…
If we want to move up the priority chain with our prospects we must not just convey our value, but create the perception that our products and services are something they can’t do without. It has been said that perception…
Customers buy when they perceive that the value outweighs the cost of the investment. There are three components of value: economic, business and personal that all have an impact on the customer’s view of the investment. Customers buy when it’s…
When it comes to your sales cycle the customer controls their sense of urgency of when they decide to purchase your products/services from you or your competitors. Our level of influence on their decision is directly proportional to the…
Today customers are more intelligent about solution offerings than ever before- thanks to the Internet. In today’s economy companies want immediate results and incredible response to their needs. The definition of P & L has now become “profit or…
Customers make decisions emotionally and back them up with logic to justify their decisions. Our goal then is to ask the key questions that get to the heart of the decision maker and build trust and confidence leading to…
