
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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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.
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
By John Holland, Chief Content Officer, CustomerCentric Selling® Henry Ford is credited with creating production lines allowing cars to be built consistently regardless of the staff that assembled them. I’ve worked
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
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
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
By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In high school I was fortunate to have an outstanding Geometry teacher as a sophomore. On some quiz or test