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Home » Authors » Buddy Wisdom

Articles by Buddy Wisdom

price vs. value

Selling Price vs. Value

Buddy Wisdom
October 26, 2018
No Comments
Great salespeople know that customers buy value, not just price. However, many salespeople have trouble differentiating price from value.
Read More
objection to a sale

Why Customers Hate Salespeople: Part Two

Buddy Wisdom
September 27, 2018
No Comments
In part one, we discussed how pressure selling intensifies the customer’s resistance to buy. Here are some selling philosophies and behaviors that can backfire on a salesperson.
Read More
salesperson with customers

Why Customers Hate Salespeople: Part One

Buddy Wisdom
July 12, 2018
No Comments
How many people out there like salespeople? Not that many, I have observed. I guess it is safe to say that we have an image problem.
Read More
what to do when a customer stalls

Handling Customer Stalls: Part Two

Buddy Wisdom
May 24, 2018
No Comments
Stalls are by far the most difficult yet reoccurring element in finalizing a sale. Unfortunately, very few salespeople know how to handle these exasperating stalls and customers know it!
Read More
customer hesitation

Handling Customer Stalls: Part One

Buddy Wisdom
April 27, 2018
No Comments
One of the most popular situations sales reps run into is not really an objection, but a stall.
Read More
selecting flooring

Product Knowledge: When to Use it

Buddy Wisdom
March 23, 2018
No Comments
When used properly, product knowledge builds trust.
Read More
procrastination

How to Beat Procrastination

Buddy Wisdom
February 15, 2018
No Comments
How can long-term procrastinators get moving? Here are some intervention techniques to help you break the ‘do-it-later’ mindset.
Read More
reluctant customer

Objections: A Point of View

Buddy Wisdom
December 5, 2017
No Comments
Objections are merely signs of uncertainty, and the customer needs more information for a reason to buy.
Read More
Getting out of a sales slump

Getting Out of a Sales Slump

Buddy Wisdom
November 20, 2017
One Comment
Getting out of a sales slump is mentally, physically and economically exhausting.
Read More
hard-surface flooring samples

Sample Checkouts: A Reader's Point of View

Buddy Wisdom
October 6, 2017
No Comments
Sometime back I wrote an article that considered the pros and cons of checking samples out.
Read More
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