Many years ago I had a most interesting discussion with a mathematician. I asked him how he managed to remember all those formulas and equations or look them up so fast. He laughed. He said if you truly understood the principles of mathematics, you never have to remember anything. If you need a formula or […]
Thirty Years of Sales Research Shows Why People Buy and How Salespeople Can Get More to Say Yes More Often At Profitable Prices The average experienced and trained salesperson could close more sales. They don’t go as far as they could in uncovering their prospects’ needs, raising how high the prospect ranks the importance of […]
Salespeople Don’t Know When They’ve Uncovered The Prospect’s Needs Today, salespeople have more methods, techniques, and training available to them than ever before. There are more account management systems and CRM software programs to support their efforts. Everything about the world of selling has become much more complicated. With all of this, it can be difficult […]
Is there anything the government and others can do that will set the economy and hiring on fire…and do it rather quickly? It will take the whole country working together to do that. If the public, large corporations and the government will all take the actions described in this article, America will be on its way. This plan is simply a management consultant’s pragmatic look at what can change business decisions. This starts by understanding what does and does not affect the choices small business make.
For your sales force to beat it’s 2011 budget, everything needs to be managed as an integrated system.
How 35 years of research about why people buy and how they figure out value can improve sales performance even for highly trained salespeople This article shares discoveries to improve selling effectiveness based on 35 years of studying salespeople and buyers about how people think out a decision to buy and figure out value. These […]
When the prospects way of thinking out a buying decision guides every step of what a salesperson does, the salesperson is always in the right place at the right time with the right tools. It appears that even the most advanced evidence based sales training available today still do not fully align salespeople so they […]
The ABC’s Of How People Buy defines three buying milestones a prospective customer will make as they move from not interested to wanting to buy. It is the customer’s buying process, not the salesperson’s selling process. This provides an easy to remember guidance system that keeps sales people focused on what is happening inside of […]
