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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 [...]
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 [...]
I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. It’s pride. If you want to be a salesperson who not only commands higher profits, but also has more satisfied customers, you have to become [...]
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