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%.
Don Shapiro started his management career with Lawry’s Restaurants famous for Lawry’s The Prime Rib. In his speeches and workshops, he shares a story about how Lawry’s found a way to turn a cup of coffee served at the end of the dinner into a merchandising and marketing phenomena that helped spread word of mouth […]
As a prolific writer and thinker, Don Shapiro has spent a lifetime creating memorable quotations. Here are 136 of his best quotes on a variety of business and personal topics. PERMISSIONS You have permission to copy and use any of these quotes for non-commercial purposes as long as you give full credit to Don Shapiro along […]
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 […]