by chris | Sep 19, 2015 | Profit Maximizing Price, Sales Motivation, Sales Process
Invest! That’s right. Customer’s don’t want to “buy” anything. They want to invest. Customers will invest when they see that the value they are getting is equal to or greater than the money you are expecting them to give you....
by chris | Jan 12, 2013 | Profit Maximizing Price, Sales Process
If you are like a lot of salespeople, the thought of working with buyers and purchasing departments may be one of the most frustrating parts of your job. I want you to know that it doesn’t have to be this way. Once you understand how buyers think, you will see...
by chris | Jan 5, 2013 | Sales Process
Want to know how to get the best answers to your sales questions? Ask shorter questions. Yes! The best sales questions tend to be short ones. Why? Because short questions get you LONG answers, which are jam packed with vital information you need to make a sale. Below...
by chris | Dec 3, 2012 | Sales Motivation
Over lunch recently, the topic turned to the voices we have in our head and how sometimes the voices are telling us negative things. What made this discussion interesting was who I was having lunch with. I was having lunch with one of the most successful salespeople I...
by chris | Nov 27, 2012 | Sales Leadership, Sales Mindset, Sales Motivation, Sales Process
Is Monday a good day to sell or a bad day? This is a question that has been around for years but here’s the bigger problem I have with Mondays. Too many Mondays are flat out wasted regardless if the person thinks it’s a good day to sell or a bad day. When...
