by chris | Oct 26, 2016 | Sales Process, Sales Prospecting
We’re fast approaching the end of the year and that makes planning even more important. Plan today so tomorrow you don’t panic! Below are 10 strategies you can set up now to allow you to close more business at year end: 1. First off, review your calendar and...
by chris | Jul 25, 2014 | Profit Maximizing Price, Sales Motivation, Sales Process
Recently I was interviewed by Salesfolk for the site Sales 4 Startups. You can watch the video of that interview over at this link. It’s a great opportunity to hear me talk more about the need for finding the right customers and to avoid discounting as a...
by Mark Hunter | Oct 17, 2013 | Sales Process
When asked this question, most salespeople respond by saying they use a “push” sales strategy. They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits...
by chris | Jul 20, 2013 | Sales Process
A referral blitz can be a great way to jump start your business. When you call up current customers and mention your company is doing a referral blitz, you will be surprised at how many people will give you names of people you could contact. Key is to frame the...
by chris | Jan 23, 2013 | Profit Maximizing Price, Sales Process
Use the power of contrast to let the customer feel they’re getting a good deal, and you might just end up selling the higher price option. It’s amazing how few times I see this approach being used by salespeople. What is great is it works in most...