When we talk about business meetings, we usually assume it is the salesperson who has a reason to be…
An analysis of the needs of the prospect must be executed before the salesperson gives an offer.…
Sometimes it can be a surprisingly difficult task to find out why a deal failed. Prospects often do…
Many deals fail due to price issues. In numerous cases, however, this is not because the client…
One of the crucial tasks of a salesperson is getting to present their pitch to decision makers.…
Many articles and a lot of professional literature focus, quite logically, on persuading the…
The status quo is one of the arch enemies of sales. The natural human desire to leave things as they…
Appealing to a client's emotional perception is at least as important as rational argumentation. The…
In English, the term needs analysis has been used in the sales sector. It refers to an early stage…
