Archive for the ‘Selling Skills’ 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 – Your higher price doesn’t necessarily make it more expensive
Before making any decisions about reducing your price to address a price, quantify the value the product brings to your customer. If your product increases productivity, put a dollar value on the added capacity. If your product… Read More
Thoughtful Thursdays – Lose a customer?
Losing a customer is not typically the highlight of any sales person’s day. Despite how you may feel at the time, it is also not a reason to end your sales career. Suppliers lose customers every… Read More
Thoughtful Thursdays – Making your conversations more meaningful
I am not sure where I heard it or who said it, but I appreciate the statement: There are no secrets, only things you do not know. This brings us to this week’s thought about… 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