Archive for the ‘Selling Skills’ Category
Thoughtful Thursdays – A way to quantify value to your prospect
Value is the key to every purchase. Your prospect will not buy from you unless they feel they are getting value for the money they spend. Talking about value is one thing, quantifying it can be another. It… Read More
Thoughtful Thursdays – Try a different approach
Have you ever been encouraged by the willingness to work with you at the plant level only to be stymied by a corporate? A scenario that is not uncommon these days. Corporate purchasing negotiates supplier agreements that… Read More
Thoughtful Thursdays – Looking for new prospects?
Another common sales challenge is growing your list of prospects. Todays thought is about ways to increase the size and quality of your prospect list. How do I find new prospects? The simple answer to the… Read More
Thoughtful Thursdays – If they like it, why don’t they buy it? – Part 2
One of the Thoughtful Thursdays topics from February this year was “If they like it, why won’t they buy it?” The post talked about the prospect not seeing the value for your product or service and… Read More
Thoughtful Thursdays – Needs versus wants
Sell the customer what they want or what they need. A question for the ages, with the comprehensive answer: “It depends.” Yes, it depends – on many levels. A client of mine ran into a wants… Read More