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Every salesperson would like to think they can handle and would relish in a short sales-cycle, but here’s the problem — most salespeople can’t handle it. The sales cycle is shortening because of one thing, and that is the amount of information available on the internet. What this means is prospecting does not have the [...]
Your customer won’t notice as much as you think. Surprisingly, most customers don’t know or remember your price as much as you realize. If that’s the case, then why would you think rounding your price up is going to cost a lot of business? It’s not, so go ahead and do it. Look at it [...]
Nobody wants to be called a “pricing coward,” but that is exactly what many salespeople are. They talk tough with regard to price and holding firm with the customer, but the second there is even the slightest hesitation on the part of the customer, the salesperson throws out a discount. Being a pricing coward is [...]
First reason is how you start Monday is a good indicator as to how the entire week is going to go. If you allow Monday to slide by and not make it productive, then most likely you’re going to let the entire week slide by. Second reason is Mondays are the best day of the [...]
Is your company and/or sales team in a bit of a sales slump? I know it may surprise you to hear me say this, but sales training is not always the solution. Unfortunately, training is often pegged as the solution for everything. Obviously, I do often see where organizations could benefit greatly from training. Sometimes, [...]
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