by chris | Jul 24, 2013 | Profit Maximizing Price
We’ve all had at one time or another a customer we can’t stand. Come on… let’s be blunt and quit kidding ourselves about trying to like everybody. To be even more blunt, some customers just aren’t worth keeping! Are you with...
by chris | Jul 10, 2013 | Sales Process, Sales Prospecting
Too many times we overthink what would be a really good question to ask when oftentimes the best questions to ask are the simplest ones. Think about these questions, Why? How Come? Can you explain more? Each one is simple and yet designed to do one thing get the...
by chris | Jun 6, 2013 | Sales Motivation, Sales Process
It’s easy with summer upon us to coast a little bit, because the weather is nice and there are a host of fun things you could be doing. If you’re one who is going to kick back in the summer, then you’re most likely the same person who is going to...
by chris | Jun 1, 2013 | Sales Motivation, Sales Process
Sure, we’ve all heard that salespeople need to focus on “benefits,” not “features.” But if you really want to succeed in sales, you better focus instead on your customer’s outcomes. When you do this, you will be able to close...
by chris | May 11, 2013 | Sales Leadership, Sales Motivation, Sales Process
Certain words may seem like no big deal, but in a selling situation, you can cause damage with… “To tell you the truth…” “Honestly…” “Seriously…” If you are using these words and phrases to set things up,...
