by Cian McLoughlin | Sep 9, 2021 | Latest Blog Post, Psychology of Buying, Sales Tips and Tricks
Everyone wants and deserves a good deal. But a ‘good deal’ doesn’t mean the cheapest price. In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price. We’re trying to create a perceived...
by Cian McLoughlin | Apr 5, 2019 | Psychology of Buying, Sales Tips and Tricks
Ghosting: The practice of ending a personal relationship with someone by suddenly and without explanation withdrawing from all communication (Oxford Dictionary) “Ghosting” has become a hot topic in the world of dating in recent times, with bizarre stories emerging of...
by Cian McLoughlin | Nov 22, 2016 | Sales Tips and Tricks, Uncategorized
B2B sales isn’t like a factory assembly line. While some elements of repetition may exist in sales, no customer or prospect in the world appreciates being shoe-horned into a sales process, which doesn’t align with their buying process. Selling is really the art of...
by Cian McLoughlin | Sep 9, 2016 | Sales Tips and Tricks, Truth, Win Loss Insights
Closing the sale is a make-or-break moment for every salesperson. It’s the culmination of weeks or months of blood, sweat and tears and determines whether all that effort was really worthwhile or not. I ran a workshop recently for a B2B technology company. Two members...
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