Blog

14
Dec

Dealing With Different Buyers in a Complex Sale

Complex sales where there are numerous decision-makers can be difficult to navigate.  Closing such a deal requires an understanding of the different types of buyers, what their concerns are, and what influences their desires.  It also requires the ability to anticipate, identify, and address the factors each individual cares about. There are three players in …

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12
Sep

7 Rules Your Customers Expect You To Follow

In his book, Achieve Sales Excellence, author Howard Stevens set forth “The Seven Rules of the Customer.”  These seven rules emerged from comments recorded in over 80,000 interviews his company conducted as part of a fourteen-year study of 7,500 sales reps from 2,500 companies.   One of the things study participants – all of whom …

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