As promised, I’m cruising through the specifics of my 5 Sales Tips to Maximize Your Price. We already covered Sell the Outcome, Not the Activity. Today we are focusing on what it means to… Sell the urgency of the customer’s timeline. Customers are far more willing to pay more when what you have is what they need [...]

In my post 5 Sales Tips to Maximize Your Price, I promised to break down the individual tips even further.  Here goes on the first sales tip: Sell the Outcome, Not the Activity. Anyone can sell features. Your objective is to focus on the outcomes the customer will gain in buying from you.  You aren’t going [...]

A big part of selling involves understanding all the ins and outs of your product or service. And it seems that especially when you are meeting with a major client, you will go to great lengths to prepare a thorough sales presentation. Maybe it even has quite a few bells and whistles (PowerPoints, nicely-printed handouts [...]

The phone rang and on the other end was a salesperson who, after introducing himself to me, quickly rattled off what it was he was selling. I interrupted him to let him know I had zero interest in what he was selling. Without missing a beat, the salesperson then quickly pointed out that if I [...]

I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. It’s pride. If you want to be a salesperson who not only commands higher profits, but also has more satisfied customers, you have to become [...]