by chris | Jul 12, 2011 | Profit Maximizing Price, Sales Motivation, Sales Process
I want to do all I can to increase your sales motivation and help you maximize your price. That’s what is behind our series 8 Ways to Increase Your Price. So far we’ve dug into 5 of the 8 ways: believing in what you sell, increasing your pipeline, just...
by chris | Mar 31, 2011 | Sales Process
I was asked recently to share what I think is a great sales question. Here is what I believe is possibly the best question you can ask: “Could you explain more?” I always love asking this question, as it’s designed to get the customer to share more...
by chris | Feb 9, 2011 | Sales Process
As much as salespeople like to talk about the “benefits” of a product or service, the truth is that something only becomes a benefit when the customer says it is. Nothing drives me crazy faster than having a salesperson share with me how their number one...