Category:
The Buying Process/Cycle
May 25, 2006
I have just received a sales call from an American based credit card company offering me additional life cover. The telemarketer was very polished in her presentation however her attempt to sell me the product lacked any questions which might relate to my specific needs.
If you recall, in my last article we began discussing [...]
Return on Investment - R.O.I.
May 11, 2006
Last week I had the very good fortune to be invited to a half day sales training workshop run by Results in Business. The presenter, Simon Mundell, promoted a system of selling developed by Neil Rackham known as “SPIN Selling”. Now I have been using and training sales teams in the use of [...]
Are You Giving Your Hard Earned Profits Away?
May 1, 2006
A few years ago we were shopping around for a new bank and of course we were looking for the lowest interest rate and lowest fees. We approached several banks and were offered very competitive rates.
The last bank manager we met with offered a good rate also and so like any good negotiators [...]