Archive for the ‘Sales Tips’ Category
Thoughtful Thursdays – The consequences of lowering your price
There are times when lowering your price appears to be the only way that you will get the order. One of the easiest way to get business is to sell based on price. It is… Read More
Thoughtful Thursdays – Selling when the economy is slow
When reps are asked why sales are flat or not meeting expectations, a common response is that the economy is slow. In my experience there are always companies that do well no matter what the economy is doing. Today’s… Read More
Thoughtful Thursdays – Maximize sales at every customer
As we reach the mid-point of the calendar year and enter into the summer months it is a good time to conduct customer reviews. Part of that review includes answering the question: “Are customers buying… Read More
Thoughtful Thursdays – Ask first before you recommend
Today’s thought is about a way to keep your sales cycle from needlessly extending itself. I see it happen time and time again with those new to sales. While it is not generally a deal breaker, it will… Read More
Thoughtful Thursdays – On closing the sale
You have assessed the situation, determined needs, offered potential solutions and presented your recommendations. The next step is the close. In my experience, closing has run the scale from success to failure and everything in… Read More