by chris | Oct 23, 2014 | Sales Leadership, Sales Process
The 5 type of “customer personalities” you may face on your next sales call: 1. Decision Maker The decision maker (DM) is the person who must sign off for the deal to go through. Be careful. Many people will call themselves the decision maker, but ultimately...
by chris | Oct 9, 2014 | Profit Maximizing Price, Sales Process
It’s important to remember you should sell first and negotiate second. This means we don’t even think about negotiating with a customer until we have first completed the selling process. And this means having had our solution rejected at least two times. ...
by chris | Sep 17, 2014 | Profit Maximizing Price, Sales Prospecting
This is a hot topic because it happens a lot. Buyers take advantage of salespeople. Over the years, I’ve had the opportunity to work closely with a number of buying departments, many times as part of the sales training I’m doing for their salespeople. There are six...
by chris | Aug 15, 2014 | Profit Maximizing Price
How do your customers define “best price” or “lowest price?” I was conducting a training session for a major company on how to sell at a higher price, and one of the first questions I was asked was how to deal with a customer who was only concerned about price. One...
by chris | Aug 13, 2014 | Sales Leadership, Sales Motivation, Sales Process, Sales Prospecting
If you could help more customers and make more profit, would you? The key is in becoming a trusted advisor. I would even argue that in today’s world, with the vast amount of information people have access to, your success in sales depends greatly on how...
