Because prospects are pressed to do more with less, they’re more determined than ever to get good value for their purchases. And to make the best purchasing decisions, they may ask more questions and raise more objections. When that happens, salespeople can turn the situation to their advantage.
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Great ways to lose sales
Salespeople get a lot of advice about what they must do to keep their customers and find new ones in a tough economy. Some salespeople are guilty of “inactions” that hurt their results.
The lost art in sales
How your salespeople open a sales call is more critical than how they try to close it, according to a recent survey of purchasing executives. Here are four keys buyers look for in an opening.
