Archive for the ‘Sales Tips’ Category
Thoughtful Thursdays – Addressing the question of value
A popular sales topic is the price objection, and I have posted several times on the subject. We talk about quantifying the value of products and services and communicating it to the prospect. Today’s thought… Read More
Thoughtful Thursdays – Know when to upsell
Most sales training or books about selling discuss the topic of identifying and understanding your customers’ needs. Relating to the need is what they are prepared to pay to satisfy that need, or the budget… Read More
Thoughtful Thursdays – Be a sales professional
Have you ever thought about why professionals are so good at what they do? “Good At what?”, you may ask. “At whatever they are professionals doing.” I respond. What they do is not relevant. It… Read More
Thoughtful Thursdays – Worth repeating on cold calling
There are many views on the subject of cold calling. When talking sales, I do not consider any planned call ‘cold’. The situation may involve calling someone I have not talked to previously. However there is a belief they may… Read More
Thoughtful Thursdays – Avoid being fooled
Have you ever had the feeling your prospect might be using you as a lever to better their position with the existing supplier? Fair or not, it happens. With forethought and planning you can lessen the chances… Read More