The level of trust the prospect has in you, the salesperson, is going to be a direct reflection on the speed with which the prospect buys and the profitability of the sale.
High trust equals a higher close ratio and higher profit. Trust is an outgrowth of the salesperson’s ability to give...
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While working with a major corporation and their key account managers recently, I asked them this question: “What do you bring to your accounts that someone else from your company couldn’t do more effectively, efficiently or at a lower cost?”
You can imagine the look on their faces. Each one...
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Do you get a knot in your stomach when you realize you are going to have to negotiate with a customer to get the deal you want? Few people look forward to negotiating and that is because of one reason – they don’t have a plan.
Negotiations are won or lost not because of what happens during...
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Ask yourself these questions: Is sales leadership a benefit your customers would value? Would they pay more for it? The leadership I’m referring to is not about being the market share leader or being first to market or any other typical measurement. What I’m talking about is leadership in...
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“Sales is Leadership / Leadership is Sales." For the past ten years, I’ve been sharing this phrase with nearly every audience I’ve spoken to. Why? It’s simple. The phrase is much more than six words. It’s the foundation from which to create a sustainable and scalable...
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Salespeople are quick to say that they don’t have time. I’ve heard far too many salespeople complain about how they could sell far more if only their time wasn’t wasted on so many stupid activities. The problem is they’re only making an excuse for their own ineptitude.
First, let’s accept the fact...
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We all know that unless we’re different from our competitor, we can never expect the price we get to be more than what they get. We also know unless we show customers what makes us different, there is little reason for them to buy from us.
Your challenge is to differentiate yourself to...
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The level of confidence you have going into a sales call is going to determine the level of success you achieve during the sales call. In fact, the level of your confidence will determine your level of success overall.
What gives anyone the right to think they’re going to successful if they...
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You want to increase your price and you know the way to do it is by increasing the value the customer sees in your offer. But how do you get there?
Here are four steps you can take now to increase the value your customers see and, in turn, increase your price:
1. Focus on the element of time
Time...
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