by chris | Feb 7, 2015 | Sales Process
How are you doing with time? Are you time challenged? I want you to start segmenting parts of your calendar in short chunks. Allocate these chunks to specific tasks. I like 15-minute chunks, but you can do 30-minute or 45-minute chunks or whatever works for...
by chris | Jan 31, 2015 | Profit Maximizing Price
Have you ever walked away from a sale because the customer demanded a discount? Does that sound crazy? It’s not. Condition yourself to not give into demands for a discount. Say no and walk away from that sale. What you will find is that often the...
by chris | Jan 10, 2015 | Sales Process
I know, it sounds crazy, but you need to view your customer as an onion. And you need to ask questions accordingly. You ask questions, and then based on what they say, you ask follow-up questions. Repeat this enough and you will peel through the...
by chris | Jan 3, 2015 | Profit Maximizing Price
The customer will pay full price if they see the outcome. That starts with you! Yes, your confidence and competence are the starting point. Too many salespeople are flushing profit down the drain when they really could be MAXIMIZING profit. Check out this...
by chris | Dec 27, 2014 | Sales Motivation
Have you listened to your sales presentation lately? Does it sound like a lecture? I meet so many salespeople who come across more as a professor giving a lecture rather than an advocate offering customers solutions. It’s better to have a conversation...
