Decision-making Profitability Sales Training Suppliers 
Brooks Group
MARCH 28, 2024
As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.
MTD Sales Training
SEPTEMBER 17, 2013
Decisions, decisions… ah, there’s a dilemma inside every choice for everyone! The way decisions are made can tell you a lot about the personality of a person. People’s decision-making criteria will always give away a lot of information, as they help you understand their beliefs, values and behaviours.
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Brooks Group
AUGUST 28, 2023
To succeed in this environment, sales leaders must help their teams embrace value-based selling techniques. Value-based selling is a sales approach that focuses on giving value to prospects and customers throughout their decision-making process. It’s cutting into our profit margin substantially.
MTD Sales Training
AUGUST 22, 2018
Turning a one-time customer into a loyal client increases revenue, profit and probable recommendations exponentially. Here are some ideas to work with: 1) Ask what makes your customer use specific suppliers. Their answer to this simple question with give you information as to their decision-making criteria.
Brooks Group
JUNE 12, 2023
Here are 9 real-world sales negotiation skills your salespeople need to master to avoid price concessions and protect profit margins. Talk to the Right People Nothing is more disheartening than settling on a deal with a prospect, only to find out they don’t have the final say in the decision-making process.
Account Management Skills
JANUARY 11, 2022
In this episode we talk about making client relationships more profitable. and so much more… At the end of the podcast, Chris makes a special offer to send three copies of his book to 3 people selected randomly who sign up for his monthly bulletin. Welcome to Episode 53. Why you need to raise your prices and how to do it.
Brooks Group
JULY 14, 2023
It’s critical that salespeople be prepared to address the prospect as a person, not just a decision-maker. They should focus on uncovering what makes the buyer tick, and why, so that they can provide effective consultation. They shift their focus and make it their main objective to solve the prospect’s problem.
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