by chris | Jul 25, 2013 | Sales Process
While sitting in a Starbucks, I couldn’t help but overhear a conversation going on next to me between a salesperson and customer. If you too have spent any amount of time in a Starbucks, you have overheard wide ranging discussions. What struck me about this one...
by chris | Feb 18, 2013 | Profit Maximizing Price
It’s an issue that has been around for years and it isn’t going away anytime soon. The problem is the customer won’t pay more because the salesperson spends too much of their time convincing the customer they shouldn’t pay more. Yes, I believe...
by chris | Nov 7, 2012 | Profit Maximizing Price, Sales Leadership, Sales Process, Sales Prospecting
The vast majority of people retain information better when they read it themselves versus when they hear the same information. Use this to your advantage by making it a technique you use during a sales presentation. One way to do this is by taking your presentation...
by chris | Oct 27, 2012 | Profit Maximizing Price, Sales Leadership, Sales Motivation, Sales Process
Do you know what is the most important part of a sales presentation?. It’s not the marketing materials or the PowerPoint presentation or the product samples. No! The most important part of the sales presentation is YOU! You must be able to deliver your entire...
by chris | Apr 25, 2012 | Sales Process
A big part of selling involves understanding all the ins and outs of your product or service. And it seems that especially when you are meeting with a major client, you will go to great lengths to prepare a thorough sales presentation. Maybe it even has quite a few...