Sales
Sales
Emotional Pricing is Eating Away Your Profits
The one piece of sales advice I always (give because it has always worked for me is): "If the customer wants to hire you, they will haggle. Go ahead and quote the higher price."
Fear is an emotion.
But that's not our biggest mistake when it comes to emotional pricing.
Sales
Overcoming Single-Level Objections
Single level objections are the most common and therefore the first thing we need to learn how to handle as sales professionals. The skill we need to develop to better handle objections is called, “Being in the moment.” Teach your team how to spot these situations.
Sales
Customer Buying Styles
What do you really know about a potential buyer? Does your qualification process only consider the types of projects and revenue? What happens if you fail to pick up on the customer’s buying style?
Management,
Sales
How to Leverage Your Cost Leadership Advantage
I don't often talk about how to get your price down. I'm more of a 'how to get more money out of your target customer' kind of coach. However, some of my followers are cost leaders and sometimes they need to leverage that advantage.
Too often we conflate our cost with price. There is a correlation: If your costs are higher so must your price be. But never forget that...
The marketplace sets the price for most of us.
Sales
You Need An Answer for Everything
When I sit in on the conversations (or have them recounted to me), I observe one recurring issue: The salesperson isn't prepared for the kinds of questions clients ask.
I suspect that customers may even be trying to trip you up. Could they be that clever? I wonder...
Sales
Apples to Apples is Not The Right Conversation
In a negotiation, we often see either the customer or the seller try to leverage the conversation into an apples to apples comparison. In this video from Tom's Intentional Success® Selling series he explains how to avoid the apples to apples trap.