Happy Holidays Everyone!
Just a quick note this week to wish everyone a great Holiday Season and a happy, healthy and prosperous New Year!
Two salespeople compete with each other selling similar products. Each one has been invited to make a presentation to the decision maker. Both salespeople are excellent presenters. Both products are of equal quality. The price is very close.
Salesperson A has not kept in personal contact with the buyer beyond some auto-marketing that his company sends out.
Salesperson B has developed a personal communication plan which called for keeping in touch each quarter, being alerted for articles and information he might send along to help his buyer’s cause and, of course, he met the buyer for lunch over the past year or so, actually introducing the buyer at that lunch to someone the buyer could do some business with.
Who do you think is going to get the order? Read more
One of the toughest hurdles we often face as salespeople is when a buyer is afraid to make a decision. Such buyers are often extremely uncomfortable with change, or with making a mistake, and they assign disproportionate risk to the buying decision without calculating the risk of maintaining the status quo. Read more