The Sales Process

The Changing Face of Sales, Part 1: “So, What is Changing?”

Posted by ianflemming

Peter: So what is currently happening in the world of sales? Ian: I think that the whole face of the world of selling is changing dramatically. As ever, there is both good news and bad news. The bad news is …

Video: Commercial Skills And The Sales Process

Posted by Blymi

Positional Bargaining

Posted by Blymi

Positional bargaining by its very essence implies that you adopt a certain position and then proceed to bargain based on this position. The intention is to keep as close to this as possible so that you achieve a desirable outcome. …

Questioning in the Sales Process

Posted by ianflemming

Creating The Right Foundation Those involved in the sales process need a range of skills in order to be successful. These include a thorough knowledge and understanding of their products and services, knowledge of the market and competitors, an ability …