Why Sales is The Thinking Person’s Profession
Many people make a mistake when they think about sales. Some think it is all about the product, many think it is about the relationship but he best sales people I have met are really great thinkers.
Archived posts for Uncategorized
- March 19, 2009
- One comment
The Power of Word of Mouth in Sales – Testimonials and Referrals
So far in this series on boosting your sales and thriving in this new economy, we’ve looked at the importance of leveraging who you know, of considering carefully what you say and how you say it. Let’s turn now to what your customers have to say about you, and why it is vitally important that you harness the power of word-of-mouth in sales.
Risk-Busting Communications Skills for Tough Economic Times
In the new economy that is emerging around all of us, one of the key shifts we’re seeing is in the area of buyer motivation. Today, from consumers to corporate clients, the people who make the decision to buy have one big question on their minds: “how can you help reduce my risk?” There are
Selling in a Tough Economy: Focus on Existing Relationships
It’s a different market out there today from the one that many of us have known for the last several years.
There’s no disputing that this new economy presents plenty of challenges, and yet by adopting the right approach, it’s also an opportunity for sales professionals to actually thrive…even in a tough market. The secret to success in sales today isn’t found by adopting untested techniques, many of which are packaged with fancy sounding names that sizzle with promises, but fall short on delivering results.
How to Handle the Price Question Early in the Sales Cycle
The price of your goods and services is always a primary concern to your prospects. Whether you like it or not, price is top of mind with the majority, if not all, of your prospects; and you probably find the question of price comes up in your conversations with prospects long before you have had
How White Board Sales Proposals Will Help You Close More Deals
Steve Reznikoff, President of Micro Systems Consultants, has extended the Sandler Selling System concepts to something he calls The White Board Proposal. He made a decision to stop spending hours writing extensive, fancy technical proposals in favor of meeting with the customer to sketch out a proposed solution on a white board. He said this
Now is the Time to Master Financial Conversations
While these are admittedly challenging times for many, I still see a lot of sales being made among the companies we are working with. The biggest difference in selling today is the amount of time it takes for sales to close, especially compared to the last few years. But some sellers aren’t feeling any pain – their
Successful Sales Negotiations in 5 Steps
The following simple five-step process can help maximize your results each time you negotiate. Even better, I find it works wonders at every stage of the sales process, from negotiating price to discussing delivery, added product features or any other terms your prospect is looking for a break on. Step 1: Get into the right
What’s the Cost of NOT Solving the Customer’s Problem?
Many vendors focus their selling efforts on calculating the total cost of ownership. This is a good strategy when the true cost of a product or service includes a wide range of factors other than just the purchase price. One of the things I always ask prospective customers, “Mr. Customer, what will happen if the needs or requirements driving your purchase are not appropriately addressed?” In other words, what’s the cost of not making a good decision?
How to Sell At A Higher Price
Value selling is an important sales technique that relies on building on the inherent value of a product or service. Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value.
