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...
Tag
sales training
Sales Tips: Wakeup Call for Sales – Today’s Realities and How to Adapt with Your Buyer
By John Holland, Chief Content Officer, CustomerCentric Selling® At the risk of sounding like my parents, selling seemed so simple 25 years ago. Sales was on its own island...
Sales Tips: How to Respond to “Best and Final” Pricing Requests
By John Holland, Chief Content Officer, CustomerCentric Selling® How should sellers reply when they are not going to win a transaction but are asked for a “best and final”...
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...
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...
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...
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...
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...
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...