Needs Analysis

What if the buying criteria are not favorable to you?

What if the buying criteria are not favourable to your company? Well at its simplest you have 3 choices.…

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How to Find Out What Buyers Really Want

Here is a statement of the obvious: buyers don’t buy products, or services they buy solutions to problems, or the ability…

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FEATURED VIDEOS

Building Trust

Want to Build Trust? Then Minimise Buyer Risk

Finding the issue of trust a little difficult to deal with? Well,...

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Defining The Solution

Tips On Value Based Selling

Value proposition is a hot topic at this time.  We asked some...

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Sales Process

Why Sales People Should Think in Terms of Buying Cycles

A cycle is defined as ‘a series of events that are regularly...

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Building Relationships

Let’s Get Real, or Let’s Not Play – transforming the buyer-seller relationship

Relationships between buyers and sellers are often dysfunctional, often being motivated by fear. For the buyer that is...

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Are You A Peer In The Boardroom, Or A Vendor In The Hallway?

If a book promised to show you how to "become a peer in the boardroom…instead of a vendor...

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Uncategorized

The New Rules Of Sales Cycles

Salespeople are under more pressure than ever to sell. But more selling is not the answer. That is...

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Making Buying Process Your Ally

An increasing number of sales professionals recognize that by focusing on the buying process they can turn the...

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What is a sales cycle?

The sales cycle is everything from the initial sales meeting to the point of writing a proposal and...

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