There are things that jump out at us in sales and yet, we choose to leave well enough alone. Sometimes we avoid the subject because we don’t want to jeopardize the sale, hurt feelings or who knows, incite a riot but; You’re doing your prospect/client a disservice when you avoid the “elephant in the room”. … continue reading »
Do you ever feel like your former prospect made the WRONG decision when they went with your competitor or decided to stick with the status quo? And I’m not talking about you being a sore loser, I’m talking about your former prospect, making the WRONG decision? Your job, as the sales professional, is to guide … continue reading »
It’s that magical time of year when we’ve officially gone into our year end sprint; Doing everything we can to Get EVERY deal across the finish line! I have a resource for you just in time for year end! On Thursday, November 16th, I’m going to sharing over 30 different tips and tactics to help … continue reading »
There you are minding your own business and then it happens; Your prospect drops the “We’re going to be taking 3 bids on this” bomb! Here are a few things to think about. First, leverage the situation. How! By using their statement to learn some useful things; Ask Them Why. Seriously. Ask them why. There might … continue reading »
This time of year, I have numerous conversations with companies looking to hire a speaker for their sales kick off meetings in January. As part of the selection process, many people ask for references. This next phrase might shock you so lets make a pinkie promise that you’ll continue reading so you get the full context. I … continue reading »
I’m a firm believer in the power of testimonials but; Not so much with the questionable testimonials I see on many people’s sites. What makes a testimonial questionable? Here are a few examples; One of my competitors has a testimonial that doesn’t even have a name at the end of it; Instead, it says “Sales Rep, Pharmaceutical … continue reading »
If you were bleeding and in need of a tourniquet . . . Would you attempt to negotiate price and/or terms? How about something less graphic like; If your car broke down; Would you negotiate price and terms with the tow truck company? I mean needless to say, you wouldn’t let someone flat out rob … continue reading »
If you find yourself losing deals because of your company’s pricing, I have two thoughts for you to consider. The first, is the easier one; Maybe you courted the wrong prospect? My products, services, style and pricing AREN’T for everyone but its up to me to qualify early and often! The second thought, ISN’T easy because … continue reading »
When was the last time you reviewed your negotiation tactics? You DO have a game plan for those times when a prospect/client asks you to lower your price and/or change your terms, right? This Thursday, November 2nd at 11:30 am EST, we’re going to dive head first into that topic! It all takes place during our Negotiate … continue reading »
In this week’s Quick Sales Tip, I flag an area that the vast majority of sales reps miss, when it comes to creating their plan to sell more in the upcoming year. I offer a really cool FREEBIE, a few action items to help you kick ass and; The best thing about it; Is that … continue reading »
I look forward to hearing from you!
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