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…)
needs-based selling
More about price
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…)
Needs-Based Selling #2
We talked last month about needs-based selling https://www.hawthornbusinessgroup.co.uk/needs-based-selling-2/ ? and the importance of fully understanding your customer’s business if you want to build strong long-term relationships with them. (more…)
Listen
There’s a lot for us salespeople to think about in customer interviews. What with asking half-decent questions, focussing on the client, the agenda and what we want to get out of the meeting, it’s sometimes a real challenge just to keep up with the conversation. But there’s nothing more important than to listen to the client. (more…)