Thoughtful Thursdays – I need to think about it
These are words that can foreshadow a longer sales cycle than expected, unless you have a response to prevent it from happening. Think about the reasons that may be in play for this common objection to closing… Read More
Thoughtful Thursdays – Finding the right person to talk to…
… can be a frustrating experience. So frustrating in fact, that some may abandon the prospect before the sales cycle even begins. On subject of abandoning a prospect, if you know the products and/or services you represent will bring… Read More
Thoughtful Thursdays – Worried about implementing a price increase?
One of the least favourite tasks sales representatives have to perform is to tell their customers that their prices are increasing. It is right up there with collecting overdue payments and completing sales call reports. After all, friends wouldn’t do that… Read More
Thoughtful Thursdays – Working with the prospect who appears not ready to buy
What do you do when a prospect is not ready to buy? One thought is that they might be more ready than you think. Do you know for sure they are not ready? Let’s assume… Read More
Thoughtful Thursdays – How were your 1Q 2014 sales?
The more people I talk with, the faster time seems to pass by. The end of this week will mark the close of the calendar first quarter of 2014. Twenty-five percent of the year will… Read More