I’m confident your sales motivation is increasing if you are following my series Will Your Customers Leave You If You Raise Prices: 8 1/2 Questions to Ask Yourself. So far we’ve looked into the questions How do you know they have even started the process of finding an alternative source? and How much will it cost the [...]

I’ve been digging into the specifics of my post Will Your Customers Leave You If You Raise Prices: 8 1/2 Questions to Ask Yourself. Last week we looked at question number 1: How do you know they have even started the process of finding an alternative source? Here’s question number 2: 2. How much will it cost [...]

I’m digging deeper into 8 Ways to Increase Your Price. This is part 1 of an 8-part series to explore each of the 8 ways.

There’s no better place to start than believing in what you sell.

When your customer objects to what you are saying, don’t allow your body language to freeze up.

The key to selling in this tough economy is the ability to create the appropriate ROI that will motivate a customer to say yes to your proposal. When times are tough, a higher ROI is expected and demanded by your customers. With tighter budgets, customers are demanding more in return for their investments. Many sales people fall short by not providing an ROI that is not strong enough to convert a customer’s “no” into a “yes.”