by chris | Apr 11, 2015 | Sales Process, Sales Prospecting
Your customer’s desired outcomes! THAT is where your focus needs to be. And THAT is how you are able to sell at full price. Too many salespeople miss out on greater success because they are too wrapped up in their product’s features. But when you... by chris | Feb 24, 2015 | Sales Process, Sales Prospecting
That’s right! Quit asking “feature” based questions and start asking “outcome” based questions. This is the easiest way for you to increase your sales! If you want to significantly alter your sales results, here is one of the most powerful things you can... by chris | Mar 11, 2014 | Sales Process
We’ve all been told that selling product features is not the way to sell, but even knowing that, it seems it still is what happens, not only by salespeople, but also by marketing. Case in point: I recently was prompted to change a password for some software I... 
by chris | Sep 3, 2013 | Profit Maximizing Price, Sales Process
Your customer doesn’t care about your price as much as you think. Some of you reading this are looking to argue this point with me and I’m fine with that. Let me share with you my perspective and then I’ll be anxious to hear your perspective.... by chris | Aug 6, 2013 | Profit Maximizing Price, Sales Process
Nobody wants to buy anything without getting something in return. If that is the case, then why should we look at the price we charge our customers as being a cost to them? This doesn’t make sense to me. I believe we should call it an investment. When we see...
