The fact that we’re constantly blogging about price suggests to us how much it is in our minds, and psyche, as salespeople. Competing with lower priced competitors whose quality of product and service is questionable can be difficult when we as salespeople spend so much time thinking about price. (more…)
Sales tips
How should your customers view you – human being or sales catalogue?
In my business I want to become a trusted advisor to my clients. As a sales consultant I want to fully understand and meet the needs of my clients.
Information is king. The more information you have, the more likely it is that you’ll be able to help and advise your client and meet their needs. The less information you have, the more likely you are to play the price game. (more…)
Are you asking needs oriented questions in your sales meetings?
For any salesperson needs oriented questions, and the requisite ability to listen that goes hand in hand with them, are by far the most important of the wide range of skills needed for high performance. In fact, we’d say Needs oriented questioning is the most important part of any sales meeting. (more…)