I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” Here is how this plays out:  If we could come out with a cheaper model, then I know I could sell more. Here’s another one: If we had [...]

When you help your customers achieve what seems unreachable, you are paving the way for both of you to succeed. I’m always fascinated when I talk to salespeople who are so intently focused on their product or service that they lose sight of what the product or service actually means to the customer. This goes [...]

A lot of salespeople and small business owners will say they need to discount their price to get a sale. They claim they need to do it to generate cash flow to allow them to stay in business. I get it. I’ve been in that same situation having owned several small businesses over the years. [...]

It’s way too easy to believe others when everyone seems to be saying the same thing. We get this from the media and from those we associate with.  Case in point — Japan.  Reading the news, you would think the country was in dire straits between the state of their economy, an aging population and [...]

If you want more success, you have to believe in your price. One of the most effective things you can do in boosting your confidence in your price is to write down your price on a piece of paper before you go into a sales call. Sounds ridiculous, doesn’t it?  It’s not!  It works! Check [...]