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 Mike Bybee | Jan 21, 2013 | Buying Process, Sales Tips, Sales Transformation
I recently conducted a sales effectiveness workshop for an AXIOM client that included an unusual participant. Our clients often want people other than their direct sellers to attend our programs. It is not unusual for attendees to come from marketing, customer...
by Bob Nicols | Aug 16, 2011 | Buyer Behavior, Buying Process, Qualifying Opportunities, Sales Coaching, Selling Skills
This article was guest written by AXIOM Sr. Instructor Dave Plummer. Suppose you’re in the market to make a major purchase, let’s say a car. You go through the entire process and in the end two dealerships show you the exact same car, from color down to...
by Bob Nicols | Jul 18, 2011 | Buyer Behavior, Buying Process, Handling Buyer Objections, Meeting Sales Quotas, Qualifying Opportunities, Sales Transformation
Most Sales Executives believe once the economy turns around, their revenue numbers will be once again achievable. Budgets will be funded… people will start buying and happy days will be here again. The economy is not a like a light switch that is either on or...
by Ray Bonis | Jun 20, 2011 | Buyer Behavior, Buying Process, Consultative Selling, Customer Experience, Sales Methodology & Process, Selling Skills, Selling Techniques
“I Hate Salespeople!”… With a look of absolute disdain, those were the words coming out of my prospect’s frowning mouth. He went on to tell me that “we’re all the same” and that he was sick of “slick selling gimmicks to...
by Bob Nicols | Jun 16, 2011 | Buyer Behavior, Buying Process, Sales Methodology & Process
The Essential Sales Process for Success Willy Loman is arguably one of the most pitiful characters in the history of theatre. In Arthur Miller’s play Willy has big dreams that never materialize and ultimately ends life a broken and bitter man, apparently unable...
