Sales – Selling Process
-
Looking For Pain In All The Wrong Places – #APAutomation
.
Do your needs analysis – however be careful they may not know This is going to be a really difficult. I almost do not want to write about it. If I were a sales consultant looking for gigs in writing an article, I would leave this section out. Do not get me wrong, I have…
-
The Teaching Model of Selling – #APAutomation
.
There has been a lot of trends in the selling world. In the fifties IBM created the modern sales machine. Strong arm selling was part of our selling history as well as selling features and benefits. Then came solution selling. In solution selling the sales person asked enough question to where the client makes up…
-
It Simply Sells Itself #APAutomation
.
Continuing with my wanting to make Accounts Payable Automation salespeople better, I thought I would start this week’s article with a praise that bugs me to no end – “It Sells Itself”. It’s Code… “It sells itself” is code for “I would rather not work that hard”. I used to coach a rep that would tell…
-
Attention AP Automation Sales People!
.
That’s right! Salespeople. You know the same people that you avoid in the mall that are trying to sell you hand cream. Or the nicely dress person walking through your neighborhood carrying a clipboard. Well fortunately, for an AP Automation salesperson there is no classic sales stigma. Recently I have noticed that following me on…