Sales
Sales
Sales Toolbox: Get Ready for the New Year
If you do what you've always done, you will get what you've always got.
At the end of every year I receive dozens of requests for sales training or some sort of sales team intervention.
"Tom, I love your blogs and webinars – do you ever do anything on Sales?"
Yikes!
Um, yes I think I may have something on that...
For all the sales managers and owners out there who want to conduct their own end of the year sales retreat, here is your required reading.
Sales
The Five Pauses and How To Become a Better Salesperson
Slow down.
Our goal is to close the deal.
No reason we have to do it today.
Before you hop on that important call with a key prospect, pause. Read these five reminders.
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.