by chris | May 11, 2011 | Uncategorized
Each time you meet with your customer, you should always share at least one thing that customer shared with you the previous time you met. One thing I’ve heard time and time again from customers is how they hate dealing with salespeople who don’t listen. It...
by chris | May 6, 2011 | Uncategorized
Phone calls are meant to be made standing up! I can’t emphasize this enough. People who speak with passion and energy close more sales. People who speak with passion and energy have a higher level of sales motivation. Gee, they go...
by chris | May 5, 2011 | Uncategorized
Actually, I don’t want to prove you wrong. What I do want, though, is to make sure your negotiating skills are top notch. Too many salespeople leave a boatload of profit on the table, all in the name of “negotiation.” I’ve just...
by chris | May 4, 2011 | Sales Process
Are you just giving your customers information?! This is the dreaded “yellow pages” approach to selling. You’re better than that. Start giving your customer solutions rather than just information. Recently I was sitting in a meeting listening to...
by chris | Apr 26, 2011 | Profit Maximizing Price
“Is my price too high?” We’ve all thought this at one time or another. No matter how good of a salesperson you are, this has entered into your mind. It would be almost embarrassing to realize how much money we all have left on the table because we...