Salespeople who are discounting their price are also discounting their confidence level. Remember, anytime you discount your price, you’re telling yourself that your normal price is not right and, as a result, you put a chink in your level of confidence. I firmly believe that just because some people believe your price is too high, [...]

I can’t stress enough the importance of early morning phone calls! There’s nothing like getting your day off and running by making a couple of key ones at the start of the day. Even if they’re to friendly customers you work with, it’s a great way to get yourself going in a positive manner. Once [...]

Take few minutes today with each of your prospects to either call them or send them an email asking them a question about their business. Too often it seems like a sales call is made and then the follow-up is all about chasing the customer to make a decision. Besides not following-up at all after [...]

Time has a price.  Know how to leverage it in both the sales process and the delivery. Two items that I’ve found can drive more sales are the elements of time and risk. Time is a wonderful tool to leverage because when we accept the fact that companies don’t buy anything – they only invest, [...]

Never offer the customer anything they have not expressed a specific need for. It’s too easy to throw in items that will cause you to give up profit with little to show for it. When the market gets soft and sales become a little harder to come by, it’s easy to start flinching at every [...]