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 Mike Bybee | Aug 17, 2011 | Sales Methodology & Process, Sales Prospecting, Selling Skills
Sales people are often told that the key to prospecting is to find business problems that haven’t been solved yet, and then demonstrate how their products or services can solve them. That’s a simple concept, and it’s difficult to argue with the logic...
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 27, 2011 | Buyer Behavior, Handling Buyer Objections, Sales Negotiating, Selling Skills, Selling Techniques
So you work through what appears to be a qualified sales opportunity. You are confident that you can can meet the buyer’s criteria in terms product and support. You are even certain your price is within the decision maker’s pre-defined budget. You arrange...
