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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

Other customer solution Related Articles

Focusing your Presentation on your Customer
The most critical step in preparing your presentation is to understand the needs of your stakeholders and make sure your presentation addresses them. Your presentation begins with your customer and their needs, not you and your solution. Align your presentation plan with your customers’ strategic vision of your proposed solution, us the tips in this article and your customers will pay close attention to what follows.
Money comes to you when you do this one thing!
What is the solution you offer your clients? Not what you think the solution is, but the actual solution. The greater the solution, the more money they are willing to give you.

Problem-Solving Skills: A Key to Customer Service
"Many failures in customer service initially seem like a success to us! We get our perception of the facts, and we come up with a solution that makes sense to us. The problem is we didn't get the customer's perception of the facts, so our solution may not be sensible to them."
Measuring Customer Satisfaction - Kampyle Review
My Entrepreneur Tool of the Week this week is Kampyle. Kampyle is a powerful solution to help you collect, analyze and manage your website visitors' feedback. Kampyle lets you leverage valuable customer feedback to: Increase conversion rates, Reduce customer attrition, and Improve customer satisfaction and loyalty. I love Kampyle so much that I've built my business around it - we determine what features we need to develop based on Kampyle feedback and my staff's performance is partly measured on how what their scores are from Kampyle customer responses. Some of the benefits I'll touch on in this article include: Understanding what your customers think of your website, Free - what else do you need to know?, It's so easy anyone can do it, and Segmenting your customer feedback.
How to use web video for internal business communicaitions and external marketing
IBM Software Services for Lotus is using video and the vzaar video platform in a wide variety of ways - for internal education and communications as well as for external marketing and customer relations. Internally, Mr. Leaser and his department are using video for sales training, communication where they want to propose a particular course of action, and to provide training of their technical solution architects and solution specialists. They also are doing internal case studies - talking head interviews and lots of screen capture using their own LotusLive web conference solution and mixing it with live video. IBM uses video externally to promote and market their assets and solutions worldwide. The video messages are designed to help customers select, purchase and use the appropriate business solutions.

It Takes Two (Essential Sales Skills) to Build the Relationship
Many things go into winning a sale ˇX the fit of your solution, your sales strategy, how clearly you articulate value, your pricing, and so on. While all these factors impact a customerˇ¦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.

Understanding Customers’ Wants and Needs – and How To Deliver Both
After a female business owner has defined precisely who her ideal target customer is, she must develop her understanding of what that customer wants and needs. Typically, customers buy what they want, and the most successful business owners create products or services that fulfill those desires – and provide a necessary solution.

NIQCL is more than 5 cents.
"Many failures in sales initially seem like a success to the rep! They get their perception of the facts, and propose a solution that makes sense to them. The problem is they didn't get the customer's perception of the facts, so their solution may not be sensible to the customer."
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.

NIQCL it for understanding
"Many failures in sales initially seem like a success to the rep! They get their perception of the facts, and propose a solution that makes sense to them. The problem is they didn't get the customer's perception of the facts, so their solution may not be sensible to the customer."

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