Author archives: Frank Gump

Understanding the Features & Benefits Sales Style

Among the selling styles we differentiate within the context of OMS is the classic Features & Benefits style. More like the stereotype of the sales person for the past century, this is a style emphasizing persuasive argument over asking questions, handling objections to move the prospect closer to the decision point, hard closing to seek

Managers: The High Cost of Making Exceptions

Two issues prior we looked at manager motivation, especially in larger organizations, which tells us why Need for Power and Need for Achievement result in different management styles that perform best within different job contexts. Both are leadership personalities, and despite the relative differences, have the ability to channel the energies and motivation of other

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