Insights — Page 17
Insights for sales leaders.
The Secret to Handling 'It's Not in the Budget!'
It is not in the budget is rarely about money. What the objection usually means, and the questions that reopen a conversation you thought was closed.
Talking Price
You should not talk price before you have established value, but that is not always possible. What to say when you are pushed for a number early.
Developing WIFM Benefits that Sell
Talking facts and features is where most salespeople say the wrong thing. How to build What's In It For Me benefits a buyer actually responds to.
The Most Important Step in Selling: Know the Customer
Understanding the customer is the most important step in the sales process. How better questions help salespeople qualify deals and build credibility.
6 Biggest Time Wasters for Salespeople
Six habits that quietly drain selling time, and how to work out the real value of one hour of your salespeople's time before you give it away.