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Helping Buyers Decide

Why Building Relationships is an Unsuccessful Sales Technique
Monday, 26 Feb, 2018
Why Building Relationships is an Unsuccessful Sales Technique

In 1937 Dale Carnegie published his celebrated How to Win Friends

Healthcare Apps Can Facilitate Patient Compliance
Monday, 22 Jan, 2018
Healthcare Apps Can Facilitate Patient Compliance

There are currently more than 165,000 healthcare apps used for a variety of purposes – helping patients

Why do we gather information from buyers?
Monday, 17 Aug, 2015
Why do we gather information from buyers?

Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.

Prospects Aren’t Always Prospects
Monday, 17 Nov, 2014
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect…

Why Aren’t Buyers With Needs Buying?
Monday, 28 Jul, 2014
Why Aren’t Buyers With Needs Buying?

Do you know why so many prospects that need your solution don’t buy?  If ‘need’ were the only buying criteria, you’d be closing a lot more.
First of all, buyers don’t want to purchase a solution – they merely want to resolve a business problem. The last thing they consider is purchasing an external fix and […]

A Purchase Is Not An Isolated Event
Tuesday, 8 Jul, 2014
A Purchase Is Not An Isolated Event

Why does the sales model merely focus on placing solutions when it’s last step buyers take during…