|May 21, 2006
Customer Centric Selling
Considering all the factors that are part of a buying decision first requires an understanding of what they are and how to approach each individually.
Bernard Aller, Managing Partner of CustomerCentric Selling, shares with readers at SalesVantage.com how to analyze the sales process and increase your closing ratio by looking at the process from your buyer's point of view; to help them solve their problems on their terms -- not yours.
read story from Sales Vantage .
Forget About Your Quotas
Keith Rosen, an "Executive Sales Coach" and author, shares with readers at AllBusiness.com the secrets to increasing sales by focusing on the process, not the end results.
"By honoring the process, you can enjoy the benefit of knowing that you will attain your goals, since it's the process that will get you what you want. (Imagine building a house without a blueprint!)"
read story from All Business .