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Salespeople are quick to think that a price is too high for a customer and the only way to get them to buy is by cutting the price. Big mistake! Who are we to know what the customer says is the right price and who is to say we know what constitutes a high price? [...]
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 [...]
Let’s face it: Past growth does not guarantee future growth. If you want to succeed in sales, you must have a prospecting plan — and actually use it! I wish I could say it was easier than this and that solid leads will just appear before you. However, I’ve yet to meet a successful salesperson [...]
That’s right! Yesterday we officially launched “High-Profit Selling: Win the Sale Without Compromising on Price,” and it is taking off, reaching #1 and #2 Hottest Selling New Sales book on Amazon for trade paperback and Kindle. I’ve asked my publisher to restock because of the tremendous response. Don’t miss this chance to get the special [...]
Negotiating is one of the best ways to close the sale, right? Maybe. But it will come with a hefty destruction of profit. Too many salespeople are negotiating when they really should be selling. Are you one of them? If so, it’s costing you and your company dearly. There is a way to protect your [...]
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