“An effective salesperson seeks to understand the needs, concerns and situation of the customer. An amateur sells products, the professional sells solutions. This is a common denominator principle with its greatest power in interpersonal relationships.” Steven Covey. A quote from Steven Covey author of “The 7 Habits of Highly Effective People” one of the best...

  So, in this situation, you successfully negotiated the 4 P’s of marketing to the satisfaction of the prospect.  (Or so you are thinking) The prospect likes your Product / Service –likes your Place (distribution, service levels, philosophy) likes your Promotion (Sales team, name brand, incentives, etc.) and finally likes your Pricing (terms, conditions, pricing,...

“Diagnose Before You Prescribe. It can be dangerous to prescribe without an accurate diagnosis. An effective salesperson seeks to understand the needs, concerns and situation of the customer. An amateur sells product, the professional sells solutions. This is a common denominator principle with its greatest power in interpersonal relationships.” Steven Covey 7 Habits of Highly...

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Silence Turns Into Gold….For The Buyer. As it is true with many discoveries, I learned purely accident a negotiation technique I call: “SILENCE TURNS INTO GOLD” …FOR THE BUYER! For over 15 years, as a VP of Sales and Marketing for a distribution company, I was the lead negotiator. I would vet vendors in both...

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The Selection Process takes decision-makers through a step by step process enabling them to save time and make informed decisions utilizing objective data through analytics. Resulting in increased productivity and retention. Step 1: Qualify Resumes: Review the resumes and select the applicants that have the required measurable job requirements, such as: experience, education, training, technical...

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