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Revenue Detectives Helping Find More Ways To Increase Sales, Margins And Market Share So More Customers Say Yes More Often At Profitable PricesEffective Selling White Paper: The ABC’s Of Why People Buy
How 35 years of research about why people buy and how they 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.
The Prospects Mind
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 firm lost the sale. And these were salespeople from large corporations. That means over 1/3 of sales are still being lost because of what salespeople do and, it appears, existing abilities and sales training are not addressing this problem.
The article identifies some major reasons salespeople lose sales and why these are more about the choices salespeople make than selling methods or skills. Then it reviews the discoveries about how prospects think out a decision to buy and determine their perceptions of value. Finally, the eight ways these discoveries can improve salespeople’s performance are covered in detail.
This research offers new ideas on how to address price resistance, value issues and help prospects justify a purchase. While this focuses on sales performance, these discoveries are equally effective at improving marketing strategy and tactics. Some of this research studies conclusions about the “buying process” and how salespeople can apply this knowledge to close more sales are not covered in any sales training program, workshop, speech or book. This is new information for sales executives, managers and salespeople that can help boost sales performance.
Please click on this link to see the PDF of this white paper.
The ABC’s Of Why People Buy
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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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[...] need to know if they are going to consistently win against the competition. Here’s a White Paper about how people buy that will show you some of the things your salespeople don’t know that [...]