Recently after a conference where I spoke, a salesperson asked for ideas on how he could increase his value. The question got me thinking, so here’s my list of what you need to be doing to become a top-performing salesperson: 1. Ask your customer questions both...
Why would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and,...
The believability a customer has in you will only be equal to or less than the credibility you’ve established in their mind. The believability a customer has will determine their belief in the outcomes they expect to receive. The price they are willing to pay...
“Cost-Plus” pricing is a common approach used by many businesses. It’s one that many financial people will argue is the right approach to ensure costs are covered. Approach is you start with your costs and then add on what you feel is an appropriate level of...
How would you answer the question, “How valuable are you as a salesperson to your customer?” Think about this question in regard to each of your customers and prospects. If you’re not bringing value to them, then what is it you do? If you say the...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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