Corona rules your life and your business. Salespeople can't go out to customers and sit at home. Customer sit at home as well. And stopped buying, or buy less. Check-out my special Corona crisis-offer. But notice: it is temporarily and limited... Read More
Can't meet with customers now? Read these 10 tips!
In these harsh Corona times, a lot of people sit at home. Face to face meetings with customers is not a good idea. What CAN you do as a salesperson? Read these 10 tips and ... Read More
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
What do you do in a 'take it or leave it' negotiation?
It might be that your negotiation ends up in a stalemate because there are incompatible interests. Of course, you don't give up easily. You want to be persistent, but also flexible. You want to stick to your guns for as long as you can, 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
VLOG: negotiations styles: coping with 'the beast' negotiator.
We prefer not to negotiate. After all, it means making concessions. We are better off if we can prevent doing negotiations. But that is not always possible... Read More
What if your customer only considers the price important?
Today, I received the following e-mail: “What if my customer only considers the price important? Are there any sales techniques to sell to customers like this? ”That is an interesting question! First of all, you have to ... Read More
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