It’s possible to overcome pricing objections with these three steps Pricing objections are one of the most common objections you’ll face as a sales professional. Even if you think your product or service is priced just right, you’re always going to come across prospects who think it’s priced too high. The good news is that …
When things are going well, you go into your sales appointments with complete confidence. The product or service you’re there to talk about has many features and benefits; there’s no doubt it will enhance the life of your prospect. Prospects say yes. You’re hitting your goals. And then one day, you start hearing no more …
Consultative selling vs. Solution Selling: What’s the difference I’ve talked frequently about the need to sell solutions, not products. Customers come to you for a solution to their problem, not to buy a product. When you go for a close too soon without uncovering a problem (and getting your prospect to acknowledge they have it), …
Consultative Selling vs. Solution Selling: What’s the Difference? Read More »
You’re a sales professional, so if I tell you to stop selling your product or service, you’re probably going to question my credibility. But stay with me for a minute. I believe the most important tip I can give you is that, to increase sales output, you should stop selling your product or service. The …
To increase sales output, sell solutions-not products Read More »
Chances are you’ve dealt with a prospect going MIA after reaching out to your company. Here’s why ghosting happens. Your lead-response time is too slow. It’s slower than your prospect’s thought processing time. The company that responds the fastest is the company that is going to get that sale. Companies that respond within 5 minute …
Your lead response time is too slow. Here’s how to fix it. Read More »
A toxic sales culture can bring down the most well-meaning leaders. Sometimes, leaders don’t even realize what is contributing to negative culture. All they know is they can feel it when they walk into a room. Culture is the difference between staying and growing with a company or quitting for a better opportunity. So let’s …
The four signs of a toxic sales culture (and how to fix it) Read More »
These small mistakes add up to losing big deals Continuing with the theme of mistakes, which I discussed last week, today I want to address the three mistakes sales reps make in their process. Sure, there’s many more mistakes sales reps make, and there are bigger ones. But these are the ones I see most …
Three mistakes sales reps make in the sales process Read More »
Here’s the missing step you won’t find on other sites Pricing a product is pretty simple. You figure out the cost of your goods. Then you identify what it costs to market the product, and then identify the overhead. It’s all based on tangible factors. Pricing a service is not as straightforward. That’s usually because …
The key step in pricing your services accurately Read More »
As we approach two years of the Covid pandemic, we’re in the midst of unprecedented levels of adversity. Every time it seems we’ve gotten ahead a few steps, something comes along that sets us back. During such times of adversity, managers have to know how to retain top talent. The hunt for top sales talent is at …
How to retain top talent during times of adversity Read More »
Use these two strategies and you won’t have to choose between the two I commonly hear the question “Is it more important to drive revenue or more important to cultivate relationships with my clients?” Well the answer is always the same. Your job is to drive revenue. As a sales professional, that’s what you’re hired …
