, A client not answering calls or returning emails can derail a sales rep. We are going to cover 3 areas of why clients may ‘go quiet’ on you.  Are you adapting to clients – reading the signals?  The client’s buying strategy   The salesperson is too...
Sales negotiations are an important part of the sales process, and can often determine the success or failure of a sale. Whether you’re negotiating with a customer, supplier, or partner, it’s important to have a strong understanding of sales negotiation tactics. Here...
I’m often asked – what happens if my client is sold but they just seem ‘static’. I.e they are not going elsewhere but just won’t commit. So, they are sold, they want it. They are definitely going to use you, but it’s all gone static. This...
First up, please recognise. It’s never money. I have never known the client not to have the money. Ever. Think of it like this. Has someone asked you for something and you say ‘I don’t have the time’ the reality is you do have the time – but you are valuing something...
Do you know why are they saying this? Is it because: They genuinely can’t see what they are getting and so they say it’s too expensive? They really want it and they can’t find the money? They need your solution and are going with a competitor and this is a tidy way of...
First up, please recognise. It’s never money. I have never known the client not to have the money. Ever. Think of it like this. Has someone asked you for something and you say ‘I don’t have the time’ the reality is you do have the time – but you are valuing something...
