First Concepts Consultants, Inc.
Revenue Detectives Helping Find More Ways To Increase Sales, Margins And Market Share"Marketing"
Why People Buy
Thirty Years of Sales Research Shows Why People Buy and How Salespeople Can Get More to Say Yes
The average experienced and trained salesperson could close more sales. They don't go as far as they could in uncovering their prospects' needs, raising how high the prospect ranks the importance of benefits and boosting perceived value to the highest level possible. They do enough to be a good producer but lose some sales they could have closed had they done a little bit more. The reason these salespeople don't do more has nothing to do with sales techniques or process, both of which they are usually good at. They do not fully understand what is going on inside their prospects' minds and what ... Read MoreEffective Selling White Paper: The ABC’s Of How People Buy
How 35 years of research about how people buy and figure out value can improve sales performance even for highly trained salespeople
This article shares discoveries to improve selling effectiveness based on 35 years of studying salespeople and buyers about how people think out a decision to buy and figure out value. These discoveries show new ways salespeople can influence a purchase decision and get prospects to accept their price that go beyond typical sales training and other practices. In fact, a recent win/loss interview survey revealed that 38% of prospects cited a salesperson’s failure to understand their needs as the number one reason a ... Read MoreCustomer Value…The Ultimate Path To The Best Strategies, Products & Services
What customers will buy at a profitable price is the one thing that can consistently help companies make the best choices about strategies, products and services.
Why do strategies that are successful for some firms turn into abysmal failures for others? Why don’t some of the success principles espoused in countless books actually work all the time? Why does the opposite of these success practices yield good results sometimes? It turns out that the renowned success stories bounced around books and speeches like they were the Holy Grail turn out to only be true for a specific product or service offered to a specific market at a certain moment in time. They cannot be generalized into universal success practices. If they can’t then what can? All strategies such as improving quality, enhancing service, ... Read More
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As Revenue Detectives, First Concepts has helped firms in 30 industries find more ways to increase their sales, margins and market share. We also boost sales through advanced sales training and share strategic insights about revenue through speeches, seminars and workshops.
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© 2012 Don Shapiro
All articles & blogs on First Concepts Consultants website, Linkedin, Twitter and Facebook by Don Shapiro is licensed under a Creative Commons Attribution-NonCommercial-NoDerivs 3.0 Unported License. Permissions beyond the scope of this license may be available at www.firstconcepts.com.
All articles & blogs on First Concepts Consultants website, Linkedin, Twitter and Facebook by Don Shapiro is licensed under a Creative Commons Attribution-NonCommercial-NoDerivs 3.0 Unported License. Permissions beyond the scope of this license may be available at www.firstconcepts.com.