by chris | May 23, 2015 | Profit Maximizing Price, Sales Process
Most salespeople are familiar with using two options to close a sale. Sadly, many do it the wrong way. The tendency is to offer two dramatically different options, but a better approach is to offer two options that are only slightly different. This...
by chris | May 9, 2015 | Profit Maximizing Price, Sales Process
Have you heard of the assumptive close technique? I think this is one of the easiest ways to close a sale, and it never ceases to amaze me how few salespeople use it! The more you use it, the more you will see why you need it in your closing repertoire. Check...
by chris | May 2, 2015 | Sales Process
Do you know the best way to negotiate? By not doing it at all! That’s true! It is better to go into any sale with the resolve that you will not rely on negotiating, but instead will commit to demonstrating value. Have a “no...
by chris | Apr 25, 2015 | Sales Process
You can use time as a currency when closing. This is a great plan because it reduces the likelihood that you will use actual currency as currency, in the form of a discount that destroys your profit! If the customer wants to close quickly, you can slow things...
by chris | Apr 18, 2015 | Profit Maximizing Price, Sales Process
If you want to feel confident in your price, you have to be willing to walk away. As I have often said, sometimes the most profitable business you get is the business you don’t get. You have to be willing to stand firm in your price and value proposition....