Key Account Selling
Think about the last presentation or demo that you did. What value did you add, what problems did you help your customer solve? Prospects demand value. They can learn all about your products on the web; your value-add is what makes them want you. Fail to provide value and you’ll most likely lose to the [...]
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Why are your prices so high.. Why is the interface so slow… Why can’t you do it, your competition can… –typical day in the life of a salesperson Handling questions is a critical selling skill. In every sales presentation or demonstration, some questions will be hostile, pointed or negative. How you handle these tough questions [...]
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Selling Complex products and services is different from selling to consumers or simple transactional/commodity sales for the following reasons: The dollars involved are higher The sales cycle is much longer Multiple people are involved in the decision The flowchart to the left is an example of the typical B2B sales process used to sell technical [...]
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At the end of the month when the heat is on to close business, what would you rather say to your manager? –spoke with “Jim Bakus” in purchasing, the order will be issued in the next 2 days or –called my main contact for an update, he’s out of the office until the 3rd of [...]
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