Effective Tools For Practical Business
803-324-4216
Three Primary Concerns of C-Level Buyers

Our C-Level buyers are always dealing with three primary concerns. They are constantly thinking about how they need to accomplish the following: 1. Increase revenues, 2. Increase productivity, and 3. Decrease net operating expenses. Whenever I conduct a sales training session, I ask my class how companies can increase revenue. In every session someone speaks…

How to End an Initial Meeting with a Top Level Buyer

A “top – down” approach to selling our accounts will allow us to manage the account in two directions. In a vertical direction, we can flow from one level of company officer to another with little to no difficulty. In a horizontal direction, we can easily flow from one department manager to another also with…

Buying “Levels” within Our Accounts

There are many different people within our accounts that can have some degree of control over our sales process and our sales results. At a minimum they can have a degree of approval in the decision making process of whether to buy our product or service or not, and even whether to buy it from…

Get Invited Back!

To follow up on my last entry, if you are talking to an Executive Vice President of Operations of a retail chain, (or any industry, really) chances are pretty good that if this Vice President ever did have any experience with your products, it was many, many years ago. Over the years, products have changed…