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How Well Do You Know Your Customer?

  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...
When Should I Negotiate?

When Should I Negotiate?

  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. ...

Are You Asking Customers to Buy or Invest?

  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...

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