Category Archives: Business

The Modern Sales Professional’s Glossary of Competitive Advantage

These are some of the concepts that are helping the modern sales organisation effectively engage with their most demanding customers and prospects. Customer Value Proposition – The total offer as perceived by the customer. It’s the interdependencies and emphasis of the various elements that creates a unique CVP (or not). Salespeople, and the way they… Read More »

Selling Styles – Which One Are You?

9/1 The Pressure Seller:The main concern of a 9/1 Seller is to get the business, and the customer’s attitude is of secondary importance to this selling style in gaining this objective.They are achievement orientated, proving themselves through high performance. Their sales approach is forceful, and requires the Seller to do most of the talking. They… Read More »