Archive for the ‘Sales’ Category
Thoughtful Thursdays – Don’t make “Yes” your reflex response to price objections
Today’s thought is a plea to sales people everywhere. Promise yourself that when your prospective customer raises a price objection, you will stop an consider your options before responding. Unlike your knee jerking when the doctor taps the correct… Read More
Thoughtful Thursdays – Selling to the analytic
Last week I reiterated that quickly ascertaining your prospects personality type is an important factor when looking for ways to shorten your sales cycle. Specifically we talked about selling to the performer. Today’s thought is… Read More
Thoughtful Thursdays – Two very different experiences
Today’s thought was inspired by two customer service experiences with the same business resulting in very different results. It involved a business that is launching what looks to be a very useful communications product. Thumbs up: I became aware… Read More
Thoughtful Thursdays – Recognize your prospects hot buttons
It is safe to say that if you offend or otherwise put off your prospect, the chances of making a sale can be significantly diminished. In the best case it will lengthen your sales cycle…. Read More
Thoughtful Thursdays – Tracking your sales targets
Today’s thought came to light after taking the time to analyze information gathered from client meetings ove the past several years. In my business to business sales experience, high performers are typically working on several targets… Read More