by chris | Apr 9, 2015 | Sales Leadership, Sales Prospecting
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...
by chris | Mar 17, 2015 | Sales Motivation, Sales Process
Yes, this is random but hear me out. Dogs can sell better than many humans. 1. Dogs are loyal to those who take care of them. Dogs learn pretty quickly where their food comes from, and once they know, they become quite focused on the person. Think about...
by chris | Mar 12, 2015 | Sales Process
The last thing any salesperson needs to be concerned about is their price when they find themselves talking to a new prospect. I have watched far too many salespeople mentally take themselves out of the running with a prospect, all because they’re fixated on...
by chris | Mar 5, 2015 | Profit Maximizing Price, Sales Process
We’ve all had customers who are on the verge of buying, and then suddenly for one reason or another, they decide to wait. The excuse they use might be real or it might be bogus, but the effect is the same — no sale now! Being able to overcome this buying...
by chris | Mar 3, 2015 | Profit Maximizing Price, Sales Process
This is a question I get asked a lot. Recently, I was sitting in a room of salespeople discussing ways to grow the business, and one salesperson was adamant the easiest way to grow sales would be to cut prices. The argument was based on how the prices he was...