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sales tip

b2b

Sales Tips: 5 Things to Do NOW to Avoid Year-end Stress

By John Holland, Chief Content Officer, CustomerCentric Selling® The days are getting noticeably shorter. That means summer is winding down and sellers will soon be in the last quarter stretch run

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Starting Point in Opportunities
opportunity qualification

Sales Tips: Where You Start Impacts the Outcome

By John Holland, Chief Content Officer, CustomerCentric Selling® The quality of a salesperson’s life in pursing opportunities is highly dependent on their starting point in the organization. I hope you would agree

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Calling on Executives
sales tip

Sales Tips: Who Is Calling On Whom?

By John Holland, Chief Content Officer, CustomerCentric Selling® Geoffrey Moore has written several books on product life cycles and when different types of companies are likely to buy. Early market buyers

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sales negotiation tips
negotiation

Sales Tips: Avoid Negotiating with Buyers Unless You’re “Column A”

By John Holland, Chief Content Officer, CustomerCentric Selling® A common ploy buyers use toward the end of buying cycles is having someone (often a non-Key Player) request a “best and final”

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head in the sand
competitive strategies

Sales Tips: Beware of Your Adversaries

By John Holland, Chief Content Officer, CustomerCentric Selling® Committee decisions are exponentially more difficult than single buyer transactions. They are longer buyer cycles and by nature more strategic. Conversations with first-line managers

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When and Why Do a Demo?
sales demos

Sales Tips: Why Do a Demo?

By John Holland, Chief Content Officer, CustomerCentric Selling® With the advent of online conferencing, the cost of doing demonstrations is considerably less than it was decades ago when sessions were done

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setting pace with buyers
sales process

Sales Tips: Setting the Pace with Buyers

By John Holland, Chief Content Officer, CustomerCentric Selling® It seems that salespeople are always trying to speed up sales cycles. Part of it I suspect is due to the monthly, quarterly

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sales tip

Sales Tips: Losing Slowly – 6 Signs That All Is NOT Well

By John Holland, Chief Content Officer, CustomerCentric Selling® You would enjoy a lavish life style if you were on the PGA tour and finished second in each golf tournament you entered.

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sales tip

Sales Tips: 5 Steps to Quantifying Value for Buyers

By John Holland, Chief Content Officer, CustomerCentric Selling® In initial calls it is important for sellers to conduct them in a way that helps buyers conclude they are sincere and competent.

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