Sales Tips: Responding to “What Do You Sell?”

By John Holland, Chief Content Officer, CustomerCentric Selling® A quick insight into how sellers view and position their offerings can be gotten by asking a simple question: What do you sell? It’s a

Sales Tips: How to Maintain Key Player Access

By John Holland, Chief Content Officer, CustomerCentric Selling® Initiating opportunities at high levels offers several potential advantages to salespeople: They can take prospects from latent to active need by uncovering desired

Sales Tips: When to Make “Ugly Calls”

By John Holland, Chief Content Officer, CustomerCentric Selling® As a salesperson one of my best customers was a large insurance company in downtown Boston. Their CIO was an astute businessman who

Sales Tips: 7 Problems with Using the Word “Solutions” with Buyers

By John Holland, Chief Content Officer, CustomerCentric Selling® Vendors and salespeople seem enamored with the word: “Solution.” In my mind the term is vague, usually misused and a terrible waste of three

Sales Tips: Improve Selling Experiences and Avoid Wasting Time

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company There has rightfully been great emphasis on buyer experiences over the last two decades. That said: Many “buying activities” waste time

Sales Tips: A Resolution for 2018 and Beyond

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company 2018 is here, a time for making resolutions that you may or may not keep. I’d like to suggest trying

Sales Tips: How to Get Past the First 20 Seconds

Sales Tips: How to Get Buyers and Sellers onto the Same Page

Sales Tips: How to Dissect a Lost Opportunity

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