by chris | Jul 11, 2013 | Sales Motivation, Sales Process
I’m a firm believer in having questions to ask a customer or prospect. There is no better way to engage someone than to ask them questions that get them talking about their needs. Challenge is not just having good questions you can ask the other person to...
by chris | Jul 30, 2012 | Sales Leadership, Sales Mindset
There is always something new you can learn about your customers. And this is true whether they are new customers or long-term accounts. If you pay close attention, you will see that there are often dramatic changes in customers’ industries or companies. And...
by chris | Apr 18, 2012 | Profit Maximizing Price, Sales Process
I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. It’s pride. If you want to be a salesperson who not only commands higher profits, but...
by chris | Apr 11, 2012 | Sales Process
Do you truly listen to your customers? Could you do better? The reason I ask is because it seems that listening is a skill that is emphasized as important, but unfortunately is not actually put into practice — at least to the extent it could be. And if you...
by chris | Nov 1, 2011 | Sales Mindset
Salespeople hate to admit defeat. Admitting defeat is not in the mindset of many salespeople, but sometimes you just need to raise the “white flag” and admit defeat. I’m not saying to walk away from a customer. What I’m saying is raise the...
