The Dreaded “No Decision”
Are salespeople able to help buyers count the cost of inaction? Buyers today are flooded with too much information. As a salesperson you need to act as a filter, clarify the buyer’s thoughts and be a guide to the buyer’s purchasing process. This can be done by demonstrating a keen insight into the buyer’s world, […] The post The Dreaded “No Decision” appeared first on Andrew Docker Associates.
Farming Key Customers
Your competitors are targeting your key customers – Are you? Your existing customers are giving your company revenue each month. If the revenue is profitable, you obviously need to keep such customers for as long as possible. Investing in monthly face-to-face meetings with your largest and most profitable customers is the best investment your company […] The post Farming Key Customers appeared fi...
Salespeople and C-level Communication
Are your salespeople able to talk to C-level decision makers? Most salespeople don’t know how to communicate with C-level buyers. Senior buyers like as CEOs and MDs want salespeople to demonstrate business and financial competence. They’re not interested in the features or even the benefits of a product or service. They want to know what […] The post Salespeople and C-level Communication appeare...