by Bob Nicols | Jan 21, 2015 | Buyer Behavior, Changing Seller Behavior, Sales Coaching, Sales Leadership, Sales Management, Sales Methodology & Process, Sales Tips, Sales Training, Sales Transformation, Selling Skills
It’s That Time Again! From eating better to getting more exercise to spending more time with loved ones, people everywhere begin the new year with the intent of creating new healthy habits and abandoning unhealthy ones. It seems like the perfect time to take a similar...
by Bob Nicols | Jun 13, 2013 | Buyer Behavior, Sales Process, Sales Tips
There is no such thing as an unqualified prospect. That’s right. They don’t exist. Yet I’ve heard countless sales managers ask their salespeople whether or not a prospect is “Qualified.” Maybe even YOU have asked that question of people...
by Sherry Nicols | Feb 21, 2013 | Buyer Behavior, Buying Process, Customer Experience, Sales Process
You’ve most likely seen the Mayhem GPS commercial. “I’m your GPS. Turn right up ahead. You never update me. So now, I just have to wing it. I meant, turn left up ahead. Recalculating. TURN RIGHT NOW!” followed by a colossal wreck involving...
by Ray Bonis | Oct 26, 2012 | Buyer Behavior, Changing Seller Behavior, Selling Skills
Recently I put my instructor hat back on and did a six-week international tour spanning four continents. I was expecting there would be some completely different selling environments than I’m used to in the USA and while that did happen to a degree, I was far...
by Ray Bonis | Aug 17, 2012 | Buyer Behavior, Handling Buyer Objections, Sales Prospecting, Sales Tips
Sales prospecting can be tough and very frustrating, if you don’t understand how to work with gatekeepers. I’ve often asked myself, “Why are gatekeepers so darn evil?” Well, the answer is they’re not, but I’ll get to that later....
by Sherry Nicols | Jul 18, 2012 | Buyer Behavior, Buyer’s Criteria, Changing Seller Behavior, Sales Methodology
The Paradox of Choice. With so many media choices available how do local businesses’ choose what’s best? I recently attended a BIA/Kesley webinar entitled Local Media Sales Performance. The webinar reviewed the findings from a survey they conducted with...
