by chris | Nov 13, 2015 | Sales Process
First off, let’s drop the mindset of “asking” for the sale. Mentally, I feel this sets us up for failure. In my mind, I’m going to take one of two approaches. First approach is the one I like best for B2C. “Invite” the customer buy. Second approach is for B2B,...
by chris | May 23, 2015 | Profit Maximizing Price, Sales Process
Most salespeople are familiar with using two options to close a sale. Sadly, many do it the wrong way. The tendency is to offer two dramatically different options, but a better approach is to offer two options that are only slightly different. This technique...
by chris | Apr 30, 2015 | Sales Leadership, Sales Process
Recently I found myself talking with a salesperson who was actively engaged in trying to sell me. I was a motivated buyer and the salesperson was motivated to sell. Problem was the salesperson was too motivated to sell, and in so doing, was giving me way too...
by chris | Apr 25, 2015 | Sales Process
You can use time as a currency when closing. This is a great plan because it reduces the likelihood that you will use actual currency as currency, in the form of a discount that destroys your profit! If the customer wants to close quickly, you can slow things...
by chris | Feb 19, 2015 | Profit Maximizing Price, Sales Process
I hate to break the news to you, but your customers really don’t want to buy from you. Just so you don’t get too upset, keep in mind that they don’t want to buy from your competitors either. What is really disturbing is they haven’t wanted to buy from you for a...
