Relationships between buyers and sellers are often dysfunctional, often being motivated by fear. For the buyer that is the fear of being talked into buying the wrong solution. For the salesperson it is the fear of missing target. Rather than working together for a win-win outcome, both sides are often pulling against each other. However, [...]
If a book promised to show you how to “become a peer in the boardroom…instead of a vendor waiting in the hallway!”, would you read it? Well, that is exactly what Paul R. DiModica’s ‘VALUE FORWARD SELLING’ does…
The straight talking TV psychologist Dr Phil Mc Graw would probably have a lot of say about the typical buyer-seller relationship. He might even go as far as calling some of them dysfunctional. After all, many buyer seller interactions are missing the following key ingredients: · Open communication · High levels of trust · High [...]
Buyers have heard it all before, which makes them a little more demanding. In short they are less forgiving when salespeople make any of the following mistakes: Not knowing enough about your own products, or the customer’s industry. The number one complaint of buyers is a lack of product knowledge on the part of sales [...]
Most complex sales are predicated on relationships. That is the ability of the sales person to build a rapport, credibility and trust with the buyer. Yes, buyers are looking for the best solution, but it is certainly not always the most feature rich, or functionally sophisticated product that wins. For what is a great product, [...]
One of the hottest sales topics in the past number of years has been the issue of sales process. That is because all the research suggesting that organizations with a defined sales process outsell their counterparts by 10-20%. But just as most organizations don’t have a defined sales process, many buyers don’t have a formal, [...]
I read something by Dale Carnegie that is as true as it is simple: ‘You can close more business in 2 months if you are genuinely interested in other people, than in 2 years of trying to get them interested in you.’ We sell by helping people. We have to demonstrate that we are willing [...]
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