How often do we hear it?
‘Sorry you missed out on price’ ‘We’re going with a cheaper supplier’ ‘We can’t justify the extra spend’ ‘We don’t have the budget’ (more…)
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…)
When you’re discussing potential needs with your customers or prospects you want the discussion to be conversational not interrogative. Whilst you will have a lot of questions to ask your customer, you want to ask them in a relaxed, non-threatening manner which will put them at ease and ensure that they open up to you. Be investigative and build the conversation! (more…)
Recent buyer research suggests that in the very best performing sales companies the instances of accurately targeting prospects and successfully introducing new products are as little as 50% effective. So, in the very best sales companies these key sales skills are completed only half as well as they could be. We think this is down to a lack of focus on meeting clients’ needs. (more…)