As promised, I’m cruising through the specifics of my 5 Sales Tips to Maximize Your Price. We already covered Sell the Outcome, Not the Activity. Today we are focusing on what it means to… Sell the urgency of the customer’s timeline. Customers are far more willing to pay more when what you have is what they need [...]

In my post 5 Sales Tips to Maximize Your Price, I promised to break down the individual tips even further.  Here goes on the first sales tip: Sell the Outcome, Not the Activity. Anyone can sell features. Your objective is to focus on the outcomes the customer will gain in buying from you.  You aren’t going [...]

A big part of selling involves understanding all the ins and outs of your product or service. And it seems that especially when you are meeting with a major client, you will go to great lengths to prepare a thorough sales presentation. Maybe it even has quite a few bells and whistles (PowerPoints, nicely-printed handouts [...]

Maximizing your price is never easy. Customers today expect discounts. Unfortunately, they’ve come to expect discounts because far too many salespeople have been willing to give in and reduce their price. With more and more people becoming accustomed to getting a discount or special deal of some type, it makes the role of the salesperson [...]

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and others do all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. [...]