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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sales tip
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: 4 Components of a Repeatable Sales Process
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
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: Always, Sometimes or Never in Selling
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