Archives - July 2017

There are two forces that drive a customer’s buying decision: business reasons and personal motives. A successful sale depends on your ability to accurately identify the reason your customer has for buying and what he’s looking for in a vendor. If you fall short in either area, you are likely to lose the sale. To …

During a sales call or demo, it is easy to be very product-focused.  After all, the product is what you’re there to talk about, right? As sales reps, we tend to focus on the product because that’s where our comfort zone is.  We talk about our products every day.  We know them inside and out. …