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Maybe I really DO want to appear to be an order-taker...
Technology has changed everything. It used to take multiple face-to-face sales calls to get a prospect up to speed on the potential value of our products and services. More importantly, those calls enabled us to acquire a broad, deep understanding of their issues, requirements and problems. Now, web 2.0 makes our info available 24/7. They don't need us to learn about us. AND, they now refuse to take the time to educate us regarding what they need.
Try Selling Them A Better Buying Process
How much work do you expect your customers to do to for you? How much work do you need your customers to do for you? How much work are your customers doing for you?

Four facts all sales reps should always keep in mind
We are all conditioned to always remembering that the customer is always right. That's a good thing in general, but do we take it too far?
Is Your Sales Team a Winner or on the Way Out?
Think your sales team is in good shape because your customers rank them either good or very good? Think again. Nearly 80 percent of all supplier deserters rate their previous supplier as "good" to "very good," so the outlook for anything less than world-class excellence is not only disappointing but potentially career threatening. A 15-year study on world-class sales by The HR Chally Group determined that only 21 of 7,300 sales forces evaluated by 80,000 customer decision-makers were categorized as “world-class” by their customers. Benchmarking research within these same 17 "world-class" sales organizations, found that they all shared at least six of the following eight best practices: see article

Other customer decision Related Articles

The A to Z of Small Business Sales - SP Sales Process - Essentials of a Counsellor Sales Process
The article provides an overview of the Counsellor Sales Process, a sales process that sees the sales person as a helping to solve a customer problem. The process builds understanding, trust and discovery of the real customer problem-need so that the sale becomes part of a collaboratively made decision.
ARE YOU CREATING RAVING FANS?
Customer service is a key opportunity for most businesses in today’s marketplace to add and keep more customers as well as increase the bottom-line. Unfortunately, today’s customers have been forced to accept poor customer service as many companies have cut back on customer care in order to compete on price and profitability. This decision is hurting top and bottom-line results.

Selling to Different Customers
Each customer uses different criteria when making a buying decision. The fact that a salesperson can understand this criteria and help the customer make that buying decision, is why a good salesperson does so well. But what do you do when you’re trying to sell without a salesperson. This article will show you how to create the same sales experience on your website to increase sales.

Debunking the Great Sales Myth
The progress of sales as a profession is often hampered by myths, misunderstanding and plain ignorance. Over many years of testing, recruiting, researching and training salespeople, we have learned quite a few things about salespeople. Some may surprise you and some may not. The 39% factor Interviews with over 100 000 business decision-makers have revealed that in b-2-b markets a customer’s decision to buy is based on:- • Salesperson’s competence (39%) • A total customer solution (22%) • Quality of product or service (21%) • Competitive price (18%) The salesperson is the sale. • Many sales stars operate in commodity marks • Sales superstars usually dont shine academically • Sales talent can be sharpened not created • Sales training is not enough

Powerful Ideas to Solidify Repeat Customers
All relationships change over time. They require work and nurturing on both ends to strengthen and grow. The following strategies will help solidify ongoing relationships and build customer loyalty. From asking for negative feedback to reassuring your customer’s decision to do business with you, these seven strategies will insure that you make your customers the priority!

Establishing and Maintaining Good Customer Relations
All structures are built upon a foundation. Truly successful engineers build their practices upon a foundation of strong customer relationships. As with every other purchase decision, individuals prefer to do business with people they like, with people who seem genuinely interested in them and with people who really care about their concerns. The business of starting and nurturing a relationship starts with the initial interview and continues throughout the firm's representation. It is critical to the long term success of the engineer/customer relationship that the engineer ongoingly stay in communication with the customer and keep them informed about the progress of their matter.
Sales Rep Lame Excuse #83
Did you ever watch a customer or prospect make a bad decision? OK, dumb question… We’ve all lost deals because the guy on the other side of the desk just flat didn’t do a good job of making the decision. And because we hold the customer’s best interests near and dear to our hearts, it hurts to watch them do the “wrong” thing and buy from a competitor. But the sales rep certainly can’t be blamed for that, right? Wrong!
It Takes Two (Essential Sales Skills) to Build the Relationship
Many things go into winning a sale ¡X the fit of your solution, your sales strategy, how clearly you articulate value, your pricing, and so on. While all these factors impact a customer¡¦s decision to buy, Aberdeen, an independent research firm, in its study with 500 best-in-class companies, identified the relationship between the customer and salesperson as the #1 reason why a customer buys from a particular salesperson.

Do you feel empowered and satisfied at work?
MaCorr Research has recently conducted a study to examine a correlation between sharing customer information within retail or CPG organisations and improvement in decision making and employees' satisfaction levels. The main hypothesis: Sharing customer information more widely within a retail or CPG organisation can lead to improved decision making and higher satisfaction levels.

Increase Your Win Ratio: Get to the Executive Sponsor
Deals are lost for a variety of reasons: better fit by the competitor’s product, stronger relationships, a more creative solution, cost, customer delays … Customer delays are cropping up more and more often. Certainly the economy is playing a role, but to commit, customers need more information. The problem is that much of the time the executive who will ultimately make the buying decision does not have convincing information because he or she is not involved in the process until decision time. When the executive is invisible or inaccessible until decision time, it is highly probable you won’t have reflected his or her strategic vision and therefore your solution isn’t compelling enough for him/her to commit the budget.

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