by chris | Oct 12, 2011 | Profit Maximizing Price, Sales Process
Your customer wants solutions to their needs and fulfillment of their wants. And they are willing to pay for those solutions. I make it sound so easy, don’t I? That’s not my intention. If Sales was an easy profession, a lot more people would do it (and do... by chris | Oct 5, 2011 | Sales Motivation, Sales Process
If the fear of rejection takes a toll on your confidence and sales motivation when closing, I suggest 3 ways to stop being afraid. NUMBER ONE: Believe in your price. If you do not believe in your price, then you have bigger issues than a fear of closing. I never... by chris | Sep 28, 2011 | Sales Prospecting
Do you want to prospect more, but you’re just waiting for “more time” in your schedule? You’ll never “find” more time. Get over it! Extra time is not going to suddenly fall into your lap. If you want extra time, you’ve got to... by chris | Sep 21, 2011 | Profit Maximizing Price
Maybe you’ve mastered not offering discounts on price — but you still make promises that increase work for other people in your company. Don’t be so quick to throw your co-workers under the bus when it comes to closing a sale. Ultimately, this costs... by chris | Sep 14, 2011 | Profit Maximizing Price, Sales Motivation
A customer who haggles about price early may be a customer to avoid. My experience has been that a customer who is overly focused on price is usually a customer who will battle you on every detail — during the selling process and later on. They will suck your...
