Let’s Get Real, or Let’s Not Play – transforming the buyer-seller relationship

Posted by Uncategorized 08,2010

Relationships between buyers and sellers are often dysfunctional, often being motivated by fear. For the buyer that is the fear of being talked into buying the wrong solution. For the salesperson it is the fear of missing target. Rather than working together for a win-win outcome, both sides are often pulling against each other. However, [...]

From Sales Person to Trusted Advisor – Making The Transition

Posted by 6. Be An Expert, Not A Salesperson 08,2010

Wouldn’t your job be a lot easier if your customers and prospects saw you as a trusted advisor, rather than a salesperson? Well if the answer is ‘yes’ then ‘Trust-Based Selling’ by Charles H. Green’s is a must read. Do Buyers Trust Salespeople? The reality is that the words ‘sales’ and ‘trust’ are rarely used [...]

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