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Sales Effectiveness Briefing
Delivering useful and insightful information |
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***PLUS***
Valuable Download from March issue of
SellingPower® Magazine Please Contact Us if you would like to determine the health of your own selling approach. We can facilitate a 1/2 day confidential workshop, using best practices to benchmark your own sales organization. For previous briefings and more articles check the Sales Effectiveness Briefing Archive as well as our White Papers Do you have Questions or Feedback? We welcome your questions and feedback. What articles did you find particularly relevant and useful to your own situation? What topics would you like to read in our future briefings?
"Sales Wise - a journey through sales and selling" by Martyn Lewis is now available from Amazon.com If you would like advice from our experts on these, or other, sales effectiveness topics, please Contact us with your questions. |
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Martyn Lewis |
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There is an undeniable trend across the purchasing departments of corporate America towards selecting the suppliers that can offer required goods and services at the cheapest price. However there is often a cost of buying cheap. Rather than simply react to this trend by offering ever increasing discounts, it is the role of the sales professional to discover and quantify the true cost of buying cheap to their customers. |
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Martyn Lewis |
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Since what seems like the dawn of time, organizations have been
trying to adopt more of a solution or consultative style of selling. In fact
for many sales organizations this is the most commonly stated desire.
However, in spite of many attempts, few organizations have achieved this
elusive goal. This article defines the term "solution selling" and then provides the key ingredients to successfully adopt this selling style. It also examines the barriers and situations where the solution selling style may not actually be appropriate. |
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Martyn Lewis |
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Another valuable lesson learned in this chapter from Sales Wise. From Martyn Lewis' recently published book "Sales Wise - a journey through sales and selling", now available from Amazon.com. With entertaining true stories, Sales Wise introduces its readers to new ways of thinking about sales - and shows you how to sell your products, services and ideas more effectively. |
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Exclusively from March 2007
issue of SellingPower® magazine
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