Sales are sales, right? You present the features and benefits of your offering, you say yes to everything the prospect asks for, maybe you under-promise and over-deliver (probably you don’t), you call repeatedly to get the order, then you thank them for the business and (maybe) try to convince them they made a good decision [...]
Archive for the 'Sales' Category
June 1 2010
Managing the Sales Negotiations Process
How many times have you heard:
I Understand. I thought we had a deal too. But …
“You’ve got to drop your price by 10% or we will have no choice but to go with your competition.”
“You will have to make an [...]
March 16 2010
Is Your Sales Team Maximizing Your Profits?
Prior to the proliferation of the internet, potential buyers had to rely on advertisements, catalogs, and sales professionals to help them differentiate between similar products. And when it was obvious that certain products were becoming or had already become commodity items, marketing professionals were challenged to establish emotional connections to their products to either attract [...]
