Attention-close ahead

Attention – close ahead! . As salespersons, our goal is to close a deal. However, we are often so busy and enthusiastic with our activity in selling – especially in the heat of the moment – that sometimes we do not recognize buying signals. Then we do not get out of this mode of selling.…

What is a politogram

The DISC-model and the question: What is a politogram? . The so-called politogram is a very important and central instrument in modern key account management. It is a representation of all possible contacts and stakeholders for sales projects and procurement in the customer company. In the politogram, you should find the personal information such as…

The sales story

The sales story . The sales story provides a basic, attractive and appealing answer to the question “Why should I as a customer purchase your product?” – regardless of product specifications or technical features. Each sales message is, in a sense, a sales story. In most cases unfortunately it is the wrong story. Often, the…

What is the buying center

What is the buying center? . Buying Center is the name for the complex of all persons and stakeholders involved in a purchase decision process on the customer side. The term buying center describes not so much a fixed installed department of the customer company, as for example the purchasing department or marketing or accounting.…

Like will to like

Like will to like . Like will to like. This is true. But of course this principle has more and far reaching consequences: persons who are very similar do usually understand themselves better, they build up trust more easily and they get along with each other better and smoother. In sales, we as salespersons should…

Selling negotiating or haggling

Selling, negotiating, or haggling? . Selling, negotiating or haggling – these terms are often used synonymously. On the other hand, these terms also represent different stages in a sales process – at least when it comes to the two concepts of selling and negotiating. To confuse both can jeopardize the success of a whole sales…