Day: July 28, 2015

Being first is great, but it’s not enough. To win the sale, you have to be first and have the right knowledge to help your buyer. A study from Forrester found that 65 percent buyers don’t choose the first vendor they speak to, but the first vendor who added value. How can you do that? Know when to sell, how to anticipate their needs and keep their promises, among other things. Here are the top five reasons why buyers prefer to work with the knowledgeable salespeople that they can turn to again and again.