by chris | Jan 16, 2014 | Sales Process
First off, I need to confess I spend a lot of time in Starbucks. Regardless of where I am in the United States or the rest of the world, I tend to migrate to a Starbucks to get some coffee. Grande every time, with no room for cream. Recently I was sitting in another...
by chris | Feb 26, 2013 | Profit Maximizing Price, Sales Leadership, Sales Process, Sales Prospecting
Too many salespeople are what I refer to as tactical salespeople. Opportunity, however, lies in being a strategic salesperson. I believe the difference is huge! And it can be the difference between selling at a low margin short-term and selling at a high-margin...
by chris | Jan 22, 2013 | Profit Maximizing Price
Salespeople are quick to think that a price is too high for a customer and the only way to get them to buy is by cutting the price. Big mistake! Who are we to know what the customer says is the right price and who is to say we know what constitutes a high price? To...
by chris | Aug 22, 2012 | Profit Maximizing Price
I know it may seem odd to ignore something your customer says, but when they request a discount, this tactic is worth trying (at least initially). It is not unusual for a customer to challenge you on price or even to make a general comment about the price being...
by chris | Jun 9, 2012 | Sales Mindset, Sales Motivation, Sales Process
This is a question I get asked a lot. Is there value in having a sales process? The question comes from companies of all sizes. When I’m asked this question, I immediately ask the person if they have a sales process in place now. Typical answer is yes, but then...
