Hidden customer value exists inside every customer and company selling to those customers that could increase sales and improve profit margins Customer value is the sum total of everything a customer knows about what you offer for sale and how it compares to the competition. Inside every prospect and customer exists stealth value… value that […]
The More Sales People Know About What Affects Their Prospects Perceptions Of Value, The Better The Choices They Make To Close The Sale Closing the sale comes down to the choices salespeople make. As they go through their sales process, they make choices about what they do next based on what they know about the […]
30 years studying why people buy leads to new discoveries about closing the sale 30 years ago I started doing research on why people buy in the hopes of finding out what really goes on inside customer’s mind that affects closing the sale. This wasn’t academic or theoretical research. I traveled with salespeople to observe […]
