There’s more that affects whether customers buy and what price they pay then their needs, pain points, situation, challenges and goals. A lot more. Turns out value is not what everyone thought it was. And these discoveries aren’t in any books or training programs yet. Off the radar screen. Sales teams who’ve applied these discoveries boosted their sales by over 20%.
By Don Shapiro, President, First Concepts Consultants, Inc. For too long, structure has been viewed as something separate from strategy. Structure is how the entire organization operates, not just its organization chart. Revising structures are often seen as ways to improve efficiency, promote teamwork, create synergy or reduce cost. Yes, restructuring can do all that […]
The More Sales People Know About What Affects Their Prospects Perceptions Of Value, The Better The Choices They Make To Close The Sale Closing the sale comes down to the choices salespeople make. As they go through their sales process, they make choices about what they do next based on what they know about the […]