In my post 5 Sales Tips to Maximize Your Price, I promised to break down the individual tips even further. Here goes on the first sales tip: Sell the Outcome, Not the Activity. Anyone can sell features. Your objective is to focus on the outcomes the customer will...
Let’s face it: Past growth does not guarantee future growth. If you want to succeed in sales, you must have a prospecting plan — and actually use it! I wish I could say it was easier than this and that solid leads will just appear before you. However,...
That’s right! Yesterday we officially launched “High-Profit Selling: Win the Sale Without Compromising on Price,” and it is taking off, reaching #1 and #2 Hottest Selling New Sales book on Amazon for trade paperback and Kindle. I’ve asked my...
Negotiating is one of the best ways to close the sale, right? Maybe. But it will come with a hefty destruction of profit. Too many salespeople are negotiating when they really should be selling. Are you one of them? If so, it’s costing you and your company...
Do you really understand what your customer wants and/or needs? Seems like an obvious question, doesn’t it? What I’ve discovered, though, is that whether a salesperson can command high profits usually boils down to this matter of what the customer really...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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