I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy. I asked him one question which told me immediately what his problem was. The...
In the sales profession, one of the touchiest subjects is price. I rarely run into a salesperson or sales manager who does not want to discuss price. Arguments are varied, but in the end they are centered around one core contention: The price point is a big reason for...
Panic stricken to close the sale, you rationalize in your mind how the only way you’re going to get the sale is by making the deal a little better. You think about it and decide discounting the price is ultimately the only way you’re going to get the sale. Without...
We’ve reached the last secret on my list of 5 Secrets to Selling at Full Price. Here is number 5 on the list: 5. Don’t offer discounts. Period. In the end this is a pretty simple, and yet incredibly difficult to do. This is the reason I tell many sales managers...
When you put the offer on the table, don’t blow it by saying something. Once you have made the offer, you are inviting them to participate. Wait for them to make a move. If you flinch first, they will think there is a discount to be had. This strategy of being...
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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