Thoughtful Thursdays – Follow up to hurry up and wait
Last week I talked about the hurry up and wait nature that sales can take on and ways that might minimize the wait time. While working on sales activities to increase customer urgency do not… Read More
Thoughtful Thursdays – It’s hurry up and wait, again
A customer calls and tells you that they must have price and delivery for a particular product or service right away. As a responsive and diligent sales person you drop everything and work on getting… Read More
Thoughtful Thursdays – Be mindful of the hidden sales influencer
Today’s sales thought is an updated post from a few years ago about the hidden sales influencer. The hidden sales influencer is the external force that derails all your sales preparation and value building sales… Read More
Thoughtful Thursdays – Your most powerful negotiating tool
Before entering into any negotiation, there must be an understanding that there is a desire for the parties involved to do business with each other. It is the final step before the close. Being able… Read More
Thoughtful Thursdays – Quantify the benefits
We are trained to talk about value to our customers. The value of dealing with our company, the value of our products and services, and the value of the business relationship to name a few… Read More