by chris | Jun 8, 2016 | Sales Process, Sales Prospecting
One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions have to fit your personality and your market and allow you to move the process forward. Below are what I’ve found are the 10 best sales... by chris | Sep 17, 2014 | Profit Maximizing Price, Sales Prospecting
This is a hot topic because it happens a lot. Buyers take advantage of salespeople. Over the years, I’ve had the opportunity to work closely with a number of buying departments, many times as part of the sales training I’m doing for their salespeople. There are six... 
by chris | Sep 27, 2013 | Sales Process
As a sales manager, one of your jobs is to make sure your salespeople are equipped to succeed when selling to purchasing departments and/or buyers. These selling situations can be much different than other situations, because professional buyers are incredibly adept... by chris | Jun 25, 2013 | Profit Maximizing Price, Sales Leadership, Sales Process, Sales Prospecting
Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. Keep arguing about the price being too high, even if it isn’t. 2.... by chris | Apr 6, 2013 | Profit Maximizing Price, Sales Leadership, Sales Process
Too many salespeople and sales managers are “asking” a customer for a price increase. This is the wrong approach! You need to confidently tell the customer you are taking a price increase. This isn’t about arrogance. It’s about confidence and...
