If you knew you were walking away from making a huge sale, would you stop and close the sale? Of course you would, right? Closing sales is what a salesperson is supposed to do. Interestingly though, salespeople can, in the process of closing, actually leave money on the...
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Whether you realize it, you most likely have salespeople who are cutting your company’s profits and doing it with a smile on their face.
Read a few of these confessions. Names have been left out to protect the guilty, but they’re all real, as I’ve experienced each and every one....
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Customers will always want to challenge price and, for that matter, anything and everything for the sake of trying to get a better deal. But there's a right way and a wrong way to go about getting the sale. Here are eight confessions of how I made the wrong sales moves. Learn from them...
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2014 is just around the corner, and while most of the office is already checked-out and ready for the holidays, real sales winners are already planning for next year's sales success.
The new year is the perfect time to reflect on the past year and commit to changes in behavior and habits that...
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There isn’t a salesperson alive who hasn’t encountered a purchasing agent who is “difficult.” (And that’s a polite way to say it!) For most salespeople, few things can be more challenging than having to go toe-to-toe with a professional buyer. The sales process can be a minefield of tactics...
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“I’d buy from you, but your price is too high. If
you give me a discount, I’ll buy.” Far too many salespeople hear this line or a
variation of it. In fact, many salespeople
have come to expect that they’re going to get pushback of this sort.
One of the best ways to
eliminate this problem is...
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The sales community tends to believe one of the easiest ways to close a sale is by offering a discount. Standard thinking says if you have a customer who is on the fence of making a decision, then offer a lower price and you’ll convince them to buy.
There are several huge problems with this...
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It’s the fourth quarter and that means the race is on to make the yearly number. What it also means is we’re only a few weeks
away from the time of year when stupid ideas start to become reality. Sad comment is there is no reason for anyone
to do anything stupid, and...
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For most salespeople, the
thought of having to negotiate a deal with a customer is a rough spot to be
in. Reason is simple: Most salespeople know that negotiating means
they more than likely will end up offering the customer a reduction in
price.
Question we have to ask
ourselves...
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