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Business Works Consulting - A Rob Malec Company

Saturday, May 29, 2010. If you want to sell more, more often, dig deep to unearth your buyer's needs. Generally stated Buyer needs are the problems your Buyer wants to resolve, and the resulting improved situation they desire. You knew that already, right? Where to from here? For each sales opportunity there are in fact three levels of buyer needs to drill down into:. On that purchase if they can see that their Level 3 needs are also being met. This is because Level 3 needs are higher order needs....

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Business Works Consulting - A Rob Malec Company | businessworksconsulting.blogspot.com Reviews
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Saturday, May 29, 2010. If you want to sell more, more often, dig deep to unearth your buyer's needs. Generally stated Buyer needs are the problems your Buyer wants to resolve, and the resulting improved situation they desire. You knew that already, right? Where to from here? For each sales opportunity there are in fact three levels of buyer needs to drill down into:. On that purchase if they can see that their Level 3 needs are also being met. This is because Level 3 needs are higher order needs&#46...
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Business Works Consulting - A Rob Malec Company | businessworksconsulting.blogspot.com Reviews

https://businessworksconsulting.blogspot.com

Saturday, May 29, 2010. If you want to sell more, more often, dig deep to unearth your buyer's needs. Generally stated Buyer needs are the problems your Buyer wants to resolve, and the resulting improved situation they desire. You knew that already, right? Where to from here? For each sales opportunity there are in fact three levels of buyer needs to drill down into:. On that purchase if they can see that their Level 3 needs are also being met. This is because Level 3 needs are higher order needs&#46...

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1

Business Works Consulting - A Rob Malec Company: Be Part of the Ten Percent

http://businessworksconsulting.blogspot.com/2010/04/be-part-of-ten-percent.html

Monday, April 19, 2010. Be Part of the Ten Percent. Funny term, ‘Sales Velocity’. What does it mean, and why is so important to you as a person in business development? Sales Velocity is the speed at which your deals close. Faster is better [I know, you figured that out already]. The more deals you can close in a week, month, quarter, or year, the more money you make. Increasing your Sales Velocity is crazy simple. Let’s begin by understanding why Sales Velocity can slow in the first place. Ninety percen...

2

Business Works Consulting - A Rob Malec Company: January 2010

http://businessworksconsulting.blogspot.com/2010_01_01_archive.html

Thursday, January 14, 2010. You’re Not Selling Backward? Ideas in this posting will help you: Make Money, and increase the ease with which you close business. I am privileged to spend time chatting with many business people who carry a revenue generation responsibility. They range from Sr. Executives, to Managers, to Key Account sales professionals. I am infinitely curious to learn how they sell, and how things are going for them. I ask “How do you go about selling your products/services today? 1 Learn a...

3

Business Works Consulting - A Rob Malec Company: March 2010

http://businessworksconsulting.blogspot.com/2010_03_01_archive.html

Monday, March 29, 2010. You Have Everything to Gain. We are in the business of helping our buyers fix their problems. We do this by providing great solutions. A great solution is the currency of the realm in business development and an astute seller can artfully describe the richness of their capabilities in this domain. It would seem that those who can solve problems best should win all of the deals, but this is not always the case. How come? How do I know this to be true? 1 Learn their desired Gains by...

4

Business Works Consulting - A Rob Malec Company: September 2009

http://businessworksconsulting.blogspot.com/2009_09_01_archive.html

Monday, September 21, 2009. Handling the “No Budget” Objection. Ideas in this posting will help you: Save time in your sales process. Your Buyer: “I’m sorry, I don’t have any budget to spend right now.”. You: “Oh really? I guess we will have to put this proposal on ice for now, huh? Put the buyer’s stated lack of funds aside for the moment. Focus on displaying that their current needs are significant, and there are real downstream implications of not addressing them now. Funds are regularly diverted from...

5

Business Works Consulting - A Rob Malec Company: November 2009

http://businessworksconsulting.blogspot.com/2009_11_01_archive.html

Monday, November 2, 2009. How do you get to Carnegie Hall? Ideas in this posting will help you: Make Money, and Improve Your Competitive Position. Coach to his team: “The big game is tomorrow. We really need to win this one. I know we haven’t practiced for a year, but we don’t have time to practice! Our schedule is too hectic! Is this coach setting his team up to succeed? No way. Would you run your team, or your business, this way? Of course you wouldn’t. Or would you? How sharp is your saw? The answer l...

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Business Works Consulting - A Rob Malec Company

Saturday, May 29, 2010. If you want to sell more, more often, dig deep to unearth your buyer's needs. Generally stated Buyer needs are the problems your Buyer wants to resolve, and the resulting improved situation they desire. You knew that already, right? Where to from here? For each sales opportunity there are in fact three levels of buyer needs to drill down into:. On that purchase if they can see that their Level 3 needs are also being met. This is because Level 3 needs are higher order needs&#46...

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