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Why You Should Only Present Solutions To Needs & Not To Problems

“He keeps talking in techno waffle! I don‘t  understand half of what he says. I’ve got a simple problem that needs solving, not something that requires a Rocket Scientist!“ – A Confused Prospect I come across this a lot. You  might be selling something that is pretty complicated as it is; so why make it even more complicated by not…

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Increase Customer Profits To Increase Sales

What do buyers want from you? Cost savings? Discounts? The best price? They might tell you they want these things, and they may even be convinced that they want them, too. But all of these are really only in the background compared to what they really, really want. Imagine these two scenarios: 1) Your customer tells his boss that he…

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