Relationship buyers are not looking for a price-based strategy. On the surface, this may sound like a no-brainer, but let me explain further. When a salesperson has too deep of a relationship with a customer, the salesperson will tend to offer that customer items not offered to other customers. This may include allowing the customer [...]

All customers are not created equal. Unfortunately, you have customers in your mix that are not profitable; in fact, they are probably sucking profit and time out of your company. More importantly, they are sucking sales motivation out of you! If you’re a small business owner, take a hard look at your mix of customers. [...]

Here are more of my thoughts on why I believe cold-calling is important. It is important I first clarify that I do not believe that the only way to develop new customers is strictly through cold-calling. Rather, I believe cold-calling is one of the prospecting techniques you use, in addition to using email, mail, the [...]

A lot of people say cold-calling is dead and it has no place in today’s selling environment. I can’t disagree more. I firmly believe cold-calling belongs in the sale mix, because it keeps you as the salesperson sharp. Over the years, I have seen too many salespeople lose their selling edge. One of the reasons [...]

You can win on price, but doing so will cost you a loss in profit. This point is hard to grasp for people who are struggling to keep their head above water. Yet, no matter how tempting it is to cut your price to close a deal, you are ultimately destroying your short-term and long-term [...]