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Well thought out sales processes are like the mortar of consistent sales. These blogs will provide direction and guidance for you related to Sales Process.

Buying Team Roles

Who’s A Better Salesperson, You or Your Prospect?

Just for fun, imagine one of your prospects from a recent selling opportunity who has no sales experience is asked to join your sales team and sell in your place. They are now the salesperson and you are their coach. You can coach them from the office, but you can’t meet with prospects and customers any longer because that is their job. Would you be willing to put your income and job security in their hands? Here’s the scary part of this story. It’s already happening to most of you during your current selling situations. When you’re not allowed to meet with all the parties involved in the buying decision (the buying team) you’re left with little choice other than hoping your prospects can do your selling for you.

It’s not always easy to be granted access to the buying team, but it should be your goal to do so. Improving your ability to convince your initial contact of the value of having you meet with their buying team will be very profitable. Here are nine steps to help you be more successful at doing your own selling while better serving your customers.

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Customer Buying Process

Tune Into Your Customers Buying Process

We’ve all been in those situations when a salesperson is trying to build your interest after you’ve already decided to buy. If the salesperson would just stop talking you could place the order. Then there’s the times when you’re not ready to consider buying and you’re being asked when you would like delivery. In either case, the salesperson is not recognizing which stage of the buying process you’re in and is actually working against the sale. Staying in tune with your customer is key to having an enjoyable and more often than not successful selling conversation.

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