Make way for the "turbo" salesman! (season 2)

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Make way for the "turbo" salesman! (season 2)

From preparation to hyper-preparation, or how to make the difference in meetings "He who neglects to prepare, must prepare to be neglected", as the saying goes. A truth that makes even more sense today, in a world of competition, where information and...
The 4 dimensions of price

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The 4 dimensions of price

Understand the different definitions of price to better defend it. In any company's commercial approach, price raises many questions and disagreements. This should come as no surprise: optimizing the pricing of a product is one of the...
Selling value

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Selling value

When it comes to persuasion, one of the most difficult tasks for salespeople is to demonstrate the added value they bring to their customers. In the sale of products and services, or in the sale of complex global offers, the...
Selling the complete offer

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Selling the complete offer

One dominant factor explains the emergence of this (...) sales method: growing competition between manufacturers or distributors of products and services. This increased competition has often led customers to become more sophisticated in their demands. In effect, they...
Stop excessive price discounting!

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Stop excessive price discounting!

Discounts: a double-edged sword A study carried out by Practys Conseil among 95 salespeople throughout France shows that price is the number one negotiating variable used. But while lowering a price may appear to accelerate sales, it can also...