by chris | Feb 12, 2018 | Sales Motivation, Sales Process
What is your strategy for sales success? Some people just hope luck will work in their favor. A better approach is to plan to get lucky, meaning you proactively bank the odds in your direction by working smart and hard. “Luck” generally shows up for those...
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 chris | 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 | 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 selling...
by chris | Oct 18, 2012 | Sales Mindset, Sales Motivation, Sales Process, Sales Prospecting
It seems strange but every year we have to keep in mind that November and December are not normal months when it comes to making sales calls. Depending on the industry you’re selling to, things can change — but no matter what, these two months have...
