What to do if there is a huge price-gap?

The sales challenge of March 2020 was about a situation, where you had to cope with a price-gap of 40% with your competitor. The question was: what would you do? The solution of a participant from the UK (Markymark) was the winning... Read More

How do you write winning quotations?

The other day I saw a quotation that was written by ons of the participants of my sales training course, and I was shocked. It was only an enumeration of part numbers, specifications and prices. Not the kind of document that... Read More

What is your closing attitude?

De beste verkopers zijn ‘afsluiters’. Dat betekent niet dat ze altijd proberen om met een order op zak weg te gaan, maar ze proberen maximaal resultaat te boeken om naar de volgende stap te komen in het verkooptraject. Sommige verkooptrajecten … Read More

How do you prepare for an important presentation?

The sales challenge November 2019 was about the preparation for an important presentation. Many people spend a lot of time on the content and the cosmetic aspects if the presentation. And yet, this is not the most important aspect... Read More

Keep it simple

For years, companies have been creating elaborated business plans annually. They spend lots of time writing down their vision on the market, their competitive position, pricing strategies, marketing plans, sales targets, product launches, predicted financial results etc. In larger companies, Read More