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Too many salespeople and sales managers are “asking” a customer for a price increase. This is the wrong approach! You need to confidently tell the customer you are taking a price increase. This isn’t about arrogance. It’s about confidence and protecting your profits. If telling a customer you’re taking a price increase seems difficult, then [...]
If you are like a lot of salespeople, the thought of working with buyers and purchasing departments may be one of the most frustrating parts of your job. I want you to know that it doesn’t have to be this way. Once you understand how buyers think, you will see how they can be one [...]
Do you work closely with buyers and purchasing departments?. The more you understand how they operate, the more you will be in a great position to help them. Sales negotiation with a buyer and/or purchasing department does not have to mean losing profit. Too many salespeople are missing out on key opportunities for success because [...]
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 [...]
Don’t say you haven’t asked a customer this question at one time or another. Some of you reading this may ask it regularly and feel it’s a great way to know what the customer has available to spend. Some of you most likely believe it’s a great way to determine if the prospect is even [...]
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