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Awhile back I wrote a post on questions you must ask yourself when a customer threatens to go to switch their business to one of your competitors. To further strengthen your selling skills and sales motivation, I started peeling back the layers on each of these questions (All the posts thus far are listed at [...]
One of the topics salespeople and sales managers ask me about the most is how to best implement a price increase. For some salespeople, this is one of the most challenging interactions with their customers. There are even some salespeople who avoid it all costs — but this path ends up costing them and their company dearly!
If you’re not using a Bluetooth or other hands-free wireless device with your cell phone, you are either a very unsuccessful salesperson or soon to be very unsuccessful.
The year-end push is underway. I’m always amazed at the number of companies that have funds available to make purchases as the year draws to a close. For most companies, there are slightly less than 3 months left in the fiscal year. When one fiscal year ends, a new one is coming, and that means budgets will all be reset.
The problem is that it’s not what salespeople think that matters, it’s what customers think that matters. I believe the issue lies in the simple fact that too many salespeople have no clue as to what they’re doing and no clue as to how to engage the customer in a meaningful discussion about their true needs.
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