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7 Rules Your Customers Expect You To Follow

Posted by Bill Hart on Sep 28, 2017 4:53:20 AM

In his book, Achieve Sales Excellence, author Howard Stevens set forth “The Seven Rules of the Customer.”  These seven rules emerged from comments recorded in over 80,000 interviews his company conducted as part of a fourteen-year study of 7,500 sales reps from 2,500 companies.   One of the things study participants - all of whom were business customers - were asked to share was  what qualities they believed a world-class sales organization must possess.

The participants were asked to list and weight the main criteria they use when making a buying decision and selecting a vendor.  Overwhelmingly, customers reported the same four factors and assigned similar levels of importance to them related to how much of the buying decision rests on each:

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Topics: sales strategy, Sales calls

The Modern Sales Strategy That Works Today

Posted by Bill Hart on Sep 13, 2017 10:40:26 PM

In my last post, I talked about why conventional sales strategies that were considered “tried and true” two decades ago are no longer working in today’s environment; they’re more about the seller than the buyer.  Unfortunately, many sales reps still cling to the old ways, despite the fact they are losing business to sales reps with inferior products.  What they don’t understand is that the sales reps who are beating them have an approach to selling that customers love: Customer Aligned Selling. 

 Customer Aligned Sales reps begin every sales call with the goal of creating value during every interaction with the prospect or customer.  They understand that the new sales formula is “value = trust.” They know that if their focus is on adding value, the prospect will trust them. That trust leads to true and loyal relationships, which lead to repeat business.

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Topics: sales strategy, Sales calls

How To Conduct a Customer-Focused Product Demo

Posted by Bill Hart on Aug 10, 2017 12:15:11 PM

During a sales call or demo, it is easy to be very product-focused.  After all, the product is what you’re there to talk about, right? 

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Topics: Sales, Product demos, Sales calls

The Secret of Successful Sales Calls & Product Demos

Posted by Bill Hart on Jul 26, 2017 4:50:14 PM

During a sales call or demo, it is easy to be very product-focused.  After all, the product is what you’re there to talk about, right? 

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Topics: Sales, Product demos, Sales calls