Category Archives: Blog

Getting Past the Gatekeeper and to the CEO

  Your goal is to meet with the CEO, but you can’t get to them. The gatekeeper is blocking you. Here are 4 things you can do to get past the meeting with the CEO: Send an email Saturday at 6 AM. If you know the email of the CEO, send them an email at […]

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Sales Acceleration Summit 2015! Will You Be There?

  The upcoming Sales Acceleration Summit is a FREE online event with more than 80 business and sales experts (including me!) There is no reason to pass on an opportunity like this to glean from so many people with insights that can help you succeed. I will be speaking on prospecting in my session “High-Profit Selling: […]

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6 Steps to Follow to Sell at Maximum Price

  When we attempt to close the sale before getting answers to six vital questions, we will rarely  come close to getting maximum price. In fact, I urge you to look at these questions as your 6 steps toward maximum price! 1. Do you know 3 of the customer’s critical needs or desired benefits? Having the customer […]

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Why “Cost Plus” Pricing Strategy is Bad Pricing Strategy

  “Cost-Plus” pricing is a common approach used by many businesses. It’s one that many financial people will argue is the right approach to ensure costs are covered. Approach is you start with your costs and then add on what you feel is an appropriate level of profit, and that becomes your customer’s price. It […]

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