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7 Pricing Rules to Close More Deals

7 Pricing Rules to Close More Deals

Just because the customer asks for your price, doesn’t mean you have to deliver it right then and there.  In fact, there are a few reasons why you definitely shouldn’t lead with the price.  I want to talk to you about 7 rules for how to present your price so that...
How to Know if a Prospect is Worth Your Time

How to Know if a Prospect is Worth Your Time

Is your pipeline a water tap or a sewer line? Too many salespeople have a pipeline that is really nothing more than a sewer line because stuff is just plugging it up. I’m talking about prospects that are sitting there, but  not going anywhere. So how do I keep this...
How to Know if a Lead Qualifies as a Prospect

How to Know if a Lead Qualifies as a Prospect

Does your lead even qualify as a valuable prospect?  Your time is valuable. Your skills are valuable, too. So before you get too cozy with any lead in your pipeline, it’s worthwhile to take a moment to evaluate. Is this a prospect I can move forward with, or just a...
What Makes a Good Prospect

What Makes a Good Prospect

If you want a good prospect, you must know–what is it you’re looking for? Just like seeking a spouse, a car, or a new home, you should start by having an idea of what exactly you’re looking for. If you’re going to cultivate a relationship with this...

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