 |
 |
 |
 |
 |
Well, maybe all of you haven’t made this mistake. I know plenty of salespeople who have made it, though. What is it? The mistake of not being thorough in your on-line presence. I realize some people are nervous about intentionally putting information on the internet about themselves. The reality is, though, that many potential buyers [...]
Every few months, it seems there is news of another failure of credibility by somebody in business. Most recently it has been the resignation of the Yahoo CEO, Scott Thompson. What’s amazing is how and why it occurred. Call it hubris, or just plain stupidity — either way, it was a failure of individual responsibility. [...]
Any piece of information you receive from or about a customer needs to be validated. No matter how long you have been in sales, you know that bad information can steer you horribly wrong and maybe even cost you sales and professional relationships. If you receive information about one of your customers or about something [...]
How much do you really know about your customer’s wants and needs? The level of knowledge a salesperson has about a customer will directly impact the amount profit they will be able to maximize from the customer. Sounds so simple, doesn’t it? After all, knowing your customer is really the essence of your job as [...]
We’ve been exploring the specifics of my 5 Sales Tips to Maximize Your Price. We already covered Sell the Outcome, Not the Activity and Sell the Urgency of the Customer’s Timeline. Today I want to emphasize the importance of increasing the level of confidence the customer has in you. The more confident the customer is with you, the [...]
 |
 |
  |  |
