'Changing Perceptions' - Winning Edge magazine

Selling can be defined as “persuasive communication against resistance”. The persuasion element of the role could well involve our changing the buyer’s perception of our company, our offer, our competition, the buyer’s relationship with us going forward and finally their perception of us as their supplier salesperson.

All these aspects are subject to change and because of this we, as salespeople, need to constantly keep up to date with the changes. Such knowledge of changes can also be supplemented with research data. Hugh Alford of TACK International shares knowledge from TACK International’s latest research into buyers’ views of salespeople.

This two page feature in the ISMM monthly journal highlights key findings and points that companies should consider to improve their perceptions with their customers.

• Time and technology
• The importance of price
• Salespeople’s powers of persuasion
• How well salespeople communicate the offer

Download the pdf of the full article

For details of the full survey and for a free 6 page executive summary email marketing@tack.co.uk