How often do clients ask you for an "apples-to-apples" quote? They send you an RFP to strictly follow so they can see a direct cost comparison between you and your... read more →
Selling isn’t what it used to be… it’s better. While some people tend to get nostalgic about the “good ol’ days,” I think we can agree that in the tech... read more →
Want to be happier, make more money, and grow your company? Of course you do — that’s success in business. We all want it… and we want it fast. As... read more →
Some negotiations are easy to overcome. When a client objects that your price is too high, doesn’t understand the price breakdown, or claims you made a mistake, you can deal with... read more →
Reaching a deal with a new client is challenging enough.But getting a new client to actually sign the contract they’ve already agreed to can be even more difficult.We’ve all been... read more →
Customers don’t like change. No salesperson will dispute this claim. It comes up nearly every time we talk about raising prices, increasing profit margins, changing crew routes, or even offering... read more →
Why didn’t you close the deal? You worked hard to go beyond meet the customer’s requests. You added all the bells and whistles. You delivered far more than they could... read more →
Are you a widget salesperson? Are products an important part of what you sell? For anyone in the AV industry, widgets are a part of your life. Whether you specialize... read more →
Have you ever thought about why you give your clients valuable products and services for free? Maybe you’re trying to strengthen the relationship with the client. Or, maybe you’re just... read more →
