by chris | May 1, 2013 | Sales Mindset, Sales Process, Sales Prospecting
Think 2 days, 2 weeks and 2 months as your rule for following up. Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a...
by chris | Mar 23, 2013 | Profit Maximizing Price, Sales Process
Want to know what has a tremendous impact on your profit? Your confidence! If you are not confident going into a sale, you will be more likely to discount. That’s why I always say that the level of confidence you have going into a sale is going to determine...
by chris | Mar 19, 2013 | Profit Maximizing Price, Sales Process
If you don’t think you can, you’re wrong. You CAN ignore the customer’s request for a lower price. When I share this with salespeople, I first get a comment back, “No, you can’t do that.” Why can’t you ignore it? The strategy...
by chris | Mar 16, 2013 | Profit Maximizing Price
You are about to close and then the customer asks for a price discount. Sure, you’re tempted. But don’t do it! If you rely on a price discount to close a sale once, you will do it again and again. It will become your go-to method to meet your numbers....
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...