Posts Tagged ‘Sales Process’
The Influence of Product Packaging on the Buying Decision
Product packaging always plays an important role in marketing the goods. It creates a positive image of the brand in the minds of buyers. It acts as the reflection of the message you want to convey and defines the character of a product.
Read More How Will You Justify This to Your Management?
Too often, our customers focus on price, consequently we focus on price—after all we want to be responsive to our customers.
Read More Sales People Are Not Automatons!
Every customer is different, every individual involved in a buying decision is different. Our ability to engage each person in ways appropriate to them is critical.
Read More You Have to Start at the Beginning
Data shows customers may be 57-70% through their buying process before sales is engaged. Yet we’ve missed the most important part of the buying process.
Read More Shifting Our Perspective: Who Has the Problem We Solve?
The shift in perspective is small, but its impact on our results is profound. Stop looking for people to sell your products, services, and solutions to. Look for the people who have the problems you solve.
Read More Do You Understand Your Differentiation? Does Your Customer?
Over the past few weeks, I’ve written a number of posts about Value Propositions and Pricing. They’ve generated a lot of conversation in various venues. One of the things that’s struck me is the lack of discussion on differentiation.
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