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Browse Archives by Author: Charles Fifield

Identifying and Managing the Buying Center
[12/1/2016]
Charles Fifield, MBA


The buying center is comprised of various individual influences that shape the buyer’s purchase decision. Since a successful selling process is about enabling the buyer to make a quality purchase decision, understanding how to productively manage the buying center’s influences and efficiently guide the decision-making process can be critical to the final buy or no-buy outcome

Developing a Winning Theme or The Attention Getter
[6/1/2016]
Charles Fifield, MBA

Standing out from the competition by initially capturing the attention and the imagination of the buyer can oftentimes decide the fate of a sales call. Sometimes referred to as the attention getter or the opener, the theme offered at the beginning of a sales call is vitally important

The Salesperson's Toolkit for Selling Success
[3/1/2016]
Charles Fifield, MBA

A salesperson’s or agent’s toolkit is a set of tools designed to be used together for the purpose of earning a win-win value-adding purchase decision. During an interactive professional sales exchange, several tools are needed to shape and achieve this desired outcome

Value-Developing Skills
[12/1/2015]
Charles Fifield, MBA

The concept of developing value for a buyer in order to gain a purchase decision should not be thought of as a static event or a single step in the selling endeavor, but rather a critical and dynamic factor or process..

Setting the Sale Through Persuasive Communication
[9/1/2015]
Charles Fifield, MBA

Communication, the effective conveying of information, is a critically important buyer-seller activity to achieve successful interpersonal sales performance

The Skillset Needed for Sales Success
[6/1/2015]
Charles Fifield, MBA

The goals in professional selling are to build relationships and to sell value resulting in win-win outcomes. To do so, certain critical skills are required, including: relationship management, effective communication, and value-adding capabilities

The Mindset Needed for Sales Success
[3/1/2015]
Chuck Fifield, MBA

The salesperson having a dynamic, learning or growth mindset is managing from the perspective of incremental productivity progress and potentially unimaginable opportunities

Ten Necessary Conditions to Highly Effective Personal Selling
[12/1/2012]
Charles Fifield, MBA
Productivity, as it applies to sales organizations, is not uniformly defined. Simply put, productivity is maximizing sales results (output) by minimizing resources expended..

Necessary Condition #10 - The Right Commitment
[9/1/2012]
Charles Fifield, MBA
As the sales process has gradually evolved from a transaction-driven model to a relationship-driven and collaborative approach, the underlying methods driving..

Necessary Condition #9 - The Right Metrics
[6/1/2012]
Charles Fifield, MBA
Many sales organizations focus on measuring or tracking outputs or results with less emphasis on inputs, which is akin to telling a football team to stop the opponent from..


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