First Concepts Consultants, Inc.
Revenue Detectives Helping Find More Ways To Increase Sales, Margins And Market Share"Sales"
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 MoreWhy Salespeople Fail To Close Sales
Salespeople Don't Know When They've Uncovered The Prospect's Needs
Today, salespeople have more methods, techniques, and training available to them than ever before. There are more account management systems and CRM software programs to support their efforts. Everything about the world of selling has become much more complicated. With all of this, it can be difficult for salespeople to keep their eye on the ball, which is the most critical element to make a sale. My thirty years of research into why people buy and the empirical research of others have all arrived at the same conclusion. People buy because they have serious, compelling ... 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 MoreHow Do You Get Your Sales Force To Sell More In This Economy
Managing A Sales Force As An Integrated System:
Eleven Essential Steps To Turn Sales Training Into Long-Term Sales Increases
Right now sales executives are either getting ready to negotiate their sales budgets and goals for next year or they’ve already been set. Either way, you are now faced with the big question: how are you going to get your sales people to deliver those numbers in this economy and is there any way to actually beat those numbers? Further, is there a way to move past the quarterly quota push and wow top management, the board, and shareholders with an ever rising, sustainable increase in sales ... Read MoreThe ABCs Of How People Buy Part I
Helps align salespeople completely with how prospects think out a decision to buy.
When the prospects way of thinking out a buying decision guides every step of what a salesperson does, the salesperson is always in the right place at the right time with the right tools. It appears that even the most advanced evidence based sales training available today still do not fully align salespeople so they always follow the way prospects think out a decision to buy. Even the best trained salespeople could further increase their sales by following a Roadmap of how prospects think out a decision to buy. What I discovered about selling in 1976 so I could pay my mortgage In 1976, I accepted my first position ... Read MoreThe ABCs Of How People Buy Part II
Explore how prospects arrive at the three major conclusions they make going from no interest to wanting to buy.
The ABC’s Of How People Buy defines three buying milestones a prospective customer will make as they move from not interested to wanting to buy. It is the customer’s buying process, not the salesperson’s selling process. This provides an easy to remember guidance system that keeps sales people focused on what is happening inside of their prospects. It gives salespeople specific goals to achieve that are based on the next conclusion the customer needs to make in thinking out their decision to buy. Everyone uses the ABC’s to make a decision to buy. You can find this thinking process in everything you’ve ever bought. Each ... 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.