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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 are still digging deeper into my 5 Sales Tips to Maximize Your Price. If you are late to the game and missed the posts to this point, check out Sell the Outcome, Not the Activity, Sell the Urgency of the Customer’s Timeline and Are Your Customers Confident in You. Now I want to look at the tendency some salespeople [...]
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 [...]
Seriously, I’m asking. Why do you think “profit” is a dirty word? If you don’t, good! You have won a lot of the battle that many salespeople face daily — they don’t believe in their price and they are even suspicious of profit. I’m here to boldly proclaim that profit is NOT a dirty word. [...]
It’s time to get control of the #1 thing salespeople do on a regular basis to hurt themselves and their company. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. I believe the #1 way [...]
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