James Gracey Articles

Successful Salespeople - Sell with Passion and Manage by Process - Buyer / Seller Interaction Part Two - Click To Read Article
In this article we continue to look at Buyer / Seller Interaction Dynamics. Following on from the previous article (and before developing the detail of how we as salespeople need to behave at each step of the sales process) we are going to look at: The difference between Desire and Need The Personality of the Passionate Process Managed Salesman The Value of Selling with Passion and Process

Successful Salespeople - Sell with Passion and Manage by Process - Prospecting - Securing the Interview - Click To Read Article
In the first two articles of this series we established some fundamental truths about human nature and the way we respond to stimulus. The Buyer/Seller Interaction Dynamics that we established form the foundation for sales activities that we will perform in each step of the sales process. In this article we will look at how the principles that govern Buyer / Seller Interaction Dynamics can be applied to the Sales activity of Prospecting by telephone. Prospecting is the first step in the *PPSS sales process. (* PPSS refer previous articles and http://openfire.co.za )

Successful Salespeople - Sell with Passion and Manage by Process - The Interview - Click To Read Article
In the first two articles of this series we established some fundamental truths about human nature and the way we respond to stimulus. The Buyer/Seller Interaction Dynamics that we established form the foundation for sales activities that we will perform in each step of the sales process. In this article we will look at how the principles that govern Buyer / Seller Interaction Dynamics can be applied to the Sales activity of The (First) Interview. The Interview is the second step in the *PPSS sales process. (* PPSS refer previous articles and http://openfire.co.za )

Successful Salespeople - Sell with Passion and Manage by Process - Control and Pipeline Management - Click To Read Article
In this article we use two tools to take a step back from our selling activity and measure the opportunity that we have identified. We do this to ensure that we are pursuing valid sales opportunities only and to make sure that the opportunities in our pipeline are not “pipedreams”.

Successful Salespeople - Sell with Passion and Manage by Process - Presentations - Click To Read Article
Presentations are the 6th Step in the PPSS sales process. The objective of any presentation is – to motivate to action. This article deals with the structure and skills that are required for effective presentations. As this article will show – there is no point in doing a sales presentation unless all the preceding steps of the sales process have been executed. The Presentations phase of the sales process is the most critical and important, it is the only time we sales salespeople – “sell”.


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