by chris | Apr 11, 2015 | Sales Process, Sales Prospecting
Your customer’s desired outcomes! THAT is where your focus needs to be. And THAT is how you are able to sell at full price. Too many salespeople miss out on greater success because they are too wrapped up in their product’s...
by chris | Apr 4, 2015 | Profit Maximizing Price, Sales Process
There is a pricing strategy that you can use that will help you avoid giving a discount. You have to use the power of contrast in the way you make your offer. Once you get the hang of it, you will find this to be one of the most effective ways to secure the...
by chris | Mar 21, 2015 | Sales Leadership
Most of you have likely heard of SWOT analysis — and maybe even used it to evaluate your customers’ Strengths, Weaknesses, Opportunities, and Threats. But have you put yourself through such a process? I am a big fan of SWOT-ing yourself! When you...
by chris | Feb 28, 2015 | Sales Motivation, Sales Process
Do you have goals you want to accomplish? Projects you want to get done? More sales success you want to experience? Of course you do! As salespeople, we have to be diligent about how we break down those goals and projects so that we complete them....
by chris | Feb 14, 2015 | Sales Process, Sales Prospecting
Are you so obsessed with getting things “right” that you don’t get anything done? Over-preparing for a sales call can indeed kill your sales. Sure, you want to be prepared, but too many salespeople spend so much time researching and getting...
