As Salespeople, we are often faced with this ploy by the educated buyer. It may be quite sincere, there may be in fact someone who is prepared to take a lot less for what we do. It doesn’t...
Continue Reading >Before we move into Part 2 of How to Develop Your Unique Selling Package, if you missed Part 1 I answered the question “Why out of all the vendors available to me right now, should I buy from you and your...
Continue Reading >How do you answer when asked … “Why out of all the vendors available to me right now, should I buy from you and your company?” It’s a good question isn’t it? I was asked this last year...
Continue Reading >
These are eight basic milestones in the Business to Business sale process. They can be grouped together on some calls and spread apart in others. Product Service Identification What does my product or service do? What problem does...
Continue Reading >I remember seeing Zig Ziglar (renowned Sales Trainer from the USA) on the platform a number of years ago here at the Melbourne Town hall when he opened with this line. He was referring to the fact that...
Continue Reading >