Thoughtful Thursdays – Do you sell to customer needs or wants?
It is a fine yet important line one learns to cross or not cross. You want to please your customer and giving them what they want is often the easiest choice. What happens when you know… Read More
Thoughtful Thursdays – Your price is too low
Last week your price was too high and this week it is too low. In both cases, without due diligence on you part a potential customer can be lost. Go figure! It starts to sound… Read More
Thoughtful Thursdays – Your price is too high…
…or is it? I don’t mind hearing this from a prospect because it tells me the negotiating phase of the sales process has begun or is still in play. How you respond is very important. Less… Read More
Thoughtful Thursdays – Is time your friend or foe?
It is the age-old issue of running out of time. A colleague says, and I agree, that it is endemic to new business owners. I would also take it a step further and add that… Read More
Thoughtful Thursdays – Helping the indecisive buyer
Something that can lengthen your sales cycle is the indecisive buyer. Today’s thought is about helping the indecisive buyer and shortening your sales cycle. We will assume you have done a good job identifying needs… Read More