I’m a pretty good salesman. One of my strengths is in knowing how to tip the odds in my favor. In other words, I will use every advantage to ensure that a prospect sees the value in doing business with us. I’m also realistic. As good as I am, I’m not the best salesperson in […]
Read MoreMaybe it’s because of New Year’s resolutions. Or because of changes in corporate healthcare policies. Or maybe, it’s because that pair of “fat pants” usually in the back of the closet has crept towards the front. But lately, we’ve noticed ourselves becoming more & more health conscious. You too, huh? By the time many of […]
Read MoreWe’ve all seen the commercials and heard the radio advertisements. “We will match any price! Just bring in your receipt.” Being the lowest price is fine and dandy, but there is a risk involved in lowering the cost of your product based on your competition. I know what you’re thinking, “What risk? As long as […]
Read More“How do you compare to ____________ on pricing?” “What is the absolute lowest price you can offer?” “Do you price match?” What do these three questions have in common? They are all asked by customers who are uneducated about you, your product, and your service. Someone who immediately inquires about the cost of what you […]
Read MoreLet’s say that you agree with my last two articles on phone skills, and that you’re willing to reach out via telephone, but for whatever reason you don’t know your prospect’s number. Maybe you have their company’s main number, or perhaps you even have their email address, but you don’t have a direct number. I’m […]
Read MoreLet’s say that you agree with my last two articles on phone skills, and that you’re willing to reach out via telephone, but for whatever reason you don’t know your prospect’s number. Maybe you have their company’s main number, or perhaps you even have their email address, but you don’t have a direct number. I’m […]
Read MoreI hear that leaving a voicemail for a prospect is a waste of time. I’m told that it’s much better to hang up and call back later in hopes of actually reaching your prospect. The argument is that nobody listens to voicemail anymore. Or, if they start listening, they delete it the moment they realize […]
Read MoreThe greatest sales tool ever invented is not social media. It’s not LinkedIn. It’s not NLP. It’s not SPIN Selling or some other formal sales process. It’s not Salesforce.com or other CRM software. It’s not the fax machine. It’s not the iPhone. And, it’s certainly not email. Those all are great tools, but they are […]
Read MoreA few years ago when I moved to Charlotte, North Carolina to work with Jeffrey Gitomer I worked my tail off to connect with influential business and community leaders, to build a local reputation as a person of value, and to fill my sales pipeline with people with whom I have already established a friendly […]
Read MoreI took my own advice over the past week and spent a fair amount of time on our sales floor. I answered front line sales calls. I took some customer complaint calls. I talked to loyal customers. I talked to new customers. I fumbled through our new-ish computer system and created quotes, wrote a few […]
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