by David Cottrell | 24 Jul 2014 | News, Sales Skills
Heading into a sales visit with a new Buyer? Are you prepared properly? Do you have a sales qualification? What % of Procurement professional have a qualification in their functional area? 66%. Yes, you heard correctly. Two-thirds of procurement professionals have...
by David Cottrell | 2 Jul 2014 | News, Sales Skills
You’re preparing for that big customer presentation. PowerPoint slides everywhere. Time for some editing before the big event. Take each major point in your communication and ask “so what?” three times. If it doesn’t stand up to scrutiny three times DITCH...
by David Cottrell | 23 Apr 2014 | News, Questioning Skills, Sales Skills
How will you know what your customer is looking for if you don’t ask them questions? Questioning Skills are critical for top-performing salespeople. There are 3 types of question: 1. The Open Question: “How do you feel about…?” “What is...
by David Cottrell | 7 Apr 2014 | Customer Satisfaction, News, Sales Skills
Ever been in a meeting with someone who has droned on about all of their achievements? “I did this and I ran that while I was taking a holiday and solved the problems with nuclear fusion and I was still back for breakfast”. Probably a very able person but...
