Raycollis submitted the following stories to BizSugar

In 2012 sellers were advised to challenge their customers. Now it is time to take the challenger salesperson to the next level – to help the buyer to overcome the growing internal challenges faced in making the decision and getting it sanctioned. Read More
A new framework provides you with a 3D view of even the most complex deal. That means you can maximize your chances of sales success. Read More
The idea behind Revenue Performance Management is to better track, measure and optimize the relationship between what goes on in sales and marketing and the revenue of the corporation. That is a big idea. It has to be one of the top priorities for 2013. Read More

A Better Way Of Asking For The Order

A Better Way Of Asking For The Order - http://buyer.sellerinsights.com Avatar Posted by raycollis under Sales
From http://buyer.sellerinsights.com 3756 days ago
Made Hot by: LimeWood on December 20, 2012 7:07 pm
Sales deal closing techniques from the ‘always be closing’ school are struggling in the face of lengthening buying cycles and formalized buying processes. Read More
Many sellers are unknowingly doing things that make it harder for the buyer to buy. Intruducing processing fluency of your sales proposition. Read More
No salesperson ever sets out to give a buyer the hump, but that is what appears to be happening with increasingly regularity. Sellers are making obvious mistakes that can result in immediate disqualification. Read More
There is often a gap between how the buying decision should be made and how it is actually going to be made. We call it the Procurement Gap. Read More
Our narratives of lost and stalled deals have the power to either limit or boost long term sales success, so writing win-loss reviews is important for sellers. Read More
What your buyer is thinking and how he, or she is feeling about the decision are two different things. As salespeople we need to focus on both. Read More
How you sell is based on assumption about the type of buyer you are selling to and more specifically how those buyers make their purchase decisions. Read More

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Share your small business tips with the community!
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Share your small business tips with the community!