Customer Centric Selling

JUNE 26, 2014

Sales Tips: How to Accelerate Sales and Buying Cycles. Discounts offered to get decisions made for a given month or quarter can result in three (3) outcomes: Sellers get transactions and lower revenue. Buyers don’t purchase and expect discounts weeks later. Sellers push so hard buyers decide not to buy.

Buying Cycle 76

Buying Cycle Discount Energy Incentive 76

The ROI Guy

JANUARY 3, 2012

Most sales professionals will readily admit that buyers have taken control of the buying cycle, and are demanding a different more value-based sales approach. However, tying tool usage directly to incentives may be too extreme for many, and the sales tools may not be appropriate for each and every deal.

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

The ROI Guy

APRIL 12, 2013

Most sales professionals will readily admit that buyers have taken control of the buying cycle, and are demanding a different more value-based sales approach. Some incentives are not tied to money, but instead relate to achieving company goals, objectives and directives. Step 3: Where we are Going?

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Customer Centric Selling

MARCH 5, 2014

Whatever the reasons, buyers feel pressured when they aren''t ready to buy. The best outcome is getting orders, but often sellers have to give discounts to incent early decisions. Sellers that complete all these steps may be pleasantly surprised that sometimes buyers volunteer to buy.

Closing 61

Closing Training Buying Cycle Incentives 61

Customer Centric Selling

MAY 22, 2013

In attempting to take a buyer''s perspective, many times we consider how we would like to be treated while making buying decisions. Sellers are known to be most obnoxious at the start of buying cycles in bus dev efforts and at the end of buying cycles when closing. Need some help with your sales performance?

Closing 45

Closing Training Buying Cycle Incentives 45

Customer Centric Selling

APRIL 22, 2015

Those that are willing to buy will almost certainly expect incentives (concessions and/or discounts) for buying sooner than they expected. There are few instances in B2B transactions when closing and discounting will work if sellers aren’t the vendor of choice. Time is running out!

Closing 40

Closing Decision Maker Buying Cycle Discount 40

Sales Training Connection

FEBRUARY 27, 2015

Something is likely going on that will destroy the agreement later in the buying cycle. 2. Incentives to ensure everyone’s compliance. price discounting and the importance of selling value. Investigate more. Make sure the agreement includes clear provisions incentivizing all parties to comply with their commitments.

Negotiation 50

Negotiation Face-to-face Decision Maker Buying Cycle 50