by Mark Hunter | Oct 30, 2019 | Profit Maximizing Price, Sales Process, Sales Prospecting
You feel good about the customer you’re talking to. You feel like they really want what you have to offer. Based on your feelings, you quickly proceed to lay out an offer for your customer, but suddenly, the customer starts throwing out objections. You go from feeling... by chris | Oct 1, 2014 | Sales Process
1. Give the customer two options. Doing this allows them to feel in control. Many people don’t want to be sold. Giving them an option allows them to feel they’re in control. 2. State your offer with confidence with a strong voice and strong body language. If you... by chris | Jul 15, 2014 | Profit Maximizing Price, Sales Process
One of the most frequent topics I get questions about is price and, in particular, how to avoid discounting. Salespeople want to avoid discounting (or at least most do), yet they say they can’t close a sale without discounting. The issue comes down to not having a... by chris | Oct 31, 2012 | Sales Motivation, Sales Process
Clients are nosey. They will always look at what you have. A great way to satisfy their desire to be nosey is to have a couple of testimonial letters you shuffle through to get to what you want to show the client. Sure, you can and should use client testimonials as... by chris | Apr 17, 2012 | Sales Process
We all want to think we’re smart. And in reality, we are pretty smart, especially about what we sell. Problem is that many times, our own smarts wind up doing some pretty stupid stuff. Case in point is when the customer with whom we are dealing seems to be a...
