A choice isn’t always a luxury; sometimes it’s a burden, and the way a choice is presented influences what a decision maker chooses, Find out how sales professionals can use this tenet of behavioral science to close more deals.
Strategic account growth relies on a customer-centric approach to identifying priority accounts, capturing and analyzing critical information, and developing a strategy to expand and grow existing customer relationships.
Sales professionals need to address the value of their solutions head-on. Doing so is particularly important with new products because they often offer new characteristics. Here, we look at ways sales professionals can sell new products by talking about value.
Occasionally you need someone on your team who isn’t in sales. Sometimes you need a subject matter expert (SME) to help push the deal through. Here, we look at ways to incorporate subject matter experts into a selling team.