Sales Tip No. 28 - New Year Rapport Building

New year, new accounts, new opportunities for many sales people and account managers. Then, as we enter 2017 many markets seem to be heating up and so some sales people start to get a little complacent, some even aggressive (thinking they are being assertive!).  Even in an up-market taking time to build rapport is still important, so here are 5 reminders for building rapport: 1.     Be empathetic - put yourself in the customer's shoes. 2.     Use go ... Read more

Sales tip No. 23 - Winning over the decision influencers

Getting the "Go To" people on your side When the decision maker does not understand something they are buying who do they ask?  Their "Go To" people - the decision influencers.  Typically we do not spend enough time seeking out these particular decision influencers, we are too busy trying to sell the decision maker something he or she does not understand!   We need to spend more time finding the "Go To" people and then getting them on our side. Ronald Reagan once [allegedly] ... Read more