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 Selling is not so much about the features of our products or services--or even the benefits the customer receives. Rather, it is about our relationship with the customer. People do business with people they trust.
That doesn’t mean people won’t make an occasional purchase of a specific item or service from someone they don’t trust, because most people will. However, those purchases tend to be exactly that—one-time purchases. |
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 Until very recently, no one even mentioned the spending power of the
Chinese consumer. The cheap manufactured goods and cheap labour
captivated the attention of businessmen all over the world, the human
rights issues and government issues troubled politicians, but now we
must tailor our products to a new phenomenon – The Chinese Consumer.
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 It is not surprising that so many sales reps complain about
not having their voicemail messages returned. Judging by the dozen or
so voice mails I have received from sales people over the past couple
of weeks the reason is obvious: they are rubbish!
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 In this article, we explore the skills and strategies, which help to win major sales we examine the issues arising in the evaluation of options phase of the Buying Cycle.
This is one of the most misunderstood stages of the sale where all too often sellers simply submit a proposal and hope for the best. Yet this should be one of the most active parts of the sale since the buyer is evaluating the options available and short-listing those suppliers, which seem to offer the best fit, in terms of meeting their needs and selection criteria.
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Sales Techniques 