What It Takes To Sell (part 2)

In part 1, I discussed the challenge sales professionals face when it comes to relinquishing control during a sales cycle. The fact of the matter is, customers do a significant amount of research before engaging a sales person; and we need to be adequately prepared. What I left out for part 2 was how we can start "getting in … Continue reading What It Takes To Sell (part 2)

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What It Takes To Sell (part 1)

I would like to continue on from a previous post (found here) and there is a new 'Moment of Truth', as Google calls it. Previously I recommended an e-book called ZMOT, which outlined a 'Zero Moment of Truth' for buyers. It says that once a consumer encounters stimulus related to a product or service, their … Continue reading What It Takes To Sell (part 1)

What on Earth is a ZMOT?

Buying habits and strategies have changed; and it's no surprise they will continue to evolve as information becomes increasingly available. A replacement battery for a garage remote can cost you $13 at a local electronics store, or you can buy it for $1.01 and have it shipped free, from China: no-brainer! In a global market … Continue reading What on Earth is a ZMOT?

Just Show Me

You can never underestimate the power a display has on a buyer's decision. In a short 3 km (1.875 miles for my American readers) drive, I was provided with two examples showcasing the power of display. Despite countless trips on this particular stretch of highway, today was the first time I noticed a simple white … Continue reading Just Show Me