Featured Sales Post
How to use the perceived weakness in your product or service to close more sales
No one knows your product, service, or company like you do. No one knows more about how great it is. And no one knows more about its flaws. So, why not use all this insider knowledge to your benefit? Especially information on your weakness.
Make two lists.
First, pretend for a moment you're your […]
Qualifying Opportunities
We need to really listen to what customers and prospects have to say»
How hard is it to scroll on a web page? No very. We do it countless times when surfing the Internet. And we do it countless more times when using just about every application on our respective computers. Scrolling is as common as point-and-click. (I?'ve scrolled at least a dozen […]
Advancing Sales Opportunities
Focus is the key to great B2B complex sales management»
The simple problem with most B2B complex sales management is focus on measuring and rewarding the wrong thing, closed sales. Riding your team to close more business is like yelling at a player to run faster. It feels good at some level, but it rarely results in a faster time or more money.
If you want […]
Closing The Sale
Your price may be too low, increasing it may spur sales»
Believe it or not, sometimes a dead product or service can come to life by raising its price. Let me say it again. If you have a product or service that isn't selling, it may be priced too low.
Price does several things to people. Beyond the economic effects of pricing, there […]
Managing The Account & Farming
11 tips to reinforce a purchase decision and establish a customer for life»
After a prospect decides to become a customer, especially when it's a big decision, what do you do next? Do you jump up and down for joy, say Thanks!, rush out the door to call your sales manager, or do you reinforce your new customer's decision and reassure them they've done the right thing?
I […]
Other Sales Stuff
Give your prospects and customers something to talk about»Let’s talk opportunity.
Look around. You may not immediately see it, but the world is full of opportunity.
Look closer - at your market. See what everyone is doing? It’s wrong.
Odds favor that whatever your competition is doing to build their business is exactly what you shouldn’t be doing.
Why?
Because everyone is doing the same thing. Boring. Unimaginative. […]