Insights and interviews about sales... and more.
As I said a few weeks ago, one of the most important consequences we're living is the shift from selling to evangelizing.
This shift generates another one, namely the shift from persuasion to influence.
What does it mean for us of and how does it influence the sales training industry?
The Risk of Inaction is one of the strongest sales levers: it can help you solve your customer's problems more effectively and to speed up your sales cycle.
Nevertheless you should manage it carefully, otherwise you run the risk of jeopardising your performance...
Should you offer a discount or not? And if yes, when?
What kind of events trigger a discount?
These are all fair questions, but have you ever wondered what happens to your company's margins when you offer a discount?
Even 10% discount can make a difference....
Objections handling is a mix of skills: listening, questioning and negotiating (for example).
However, there's one skill in particular you should possess: that of isolate and manage it as a separate entity.
How to do this in the most practical and natural way?