Archive for the ‘Selling Skills’ Category
Thoughtful Thursdays – Never underestimate your competition
Some of my most satisfying closes have come as a result of the competition underestimating our capabilities. On the other side of the coin I have felt the pain of losing business as a result of… Read More
Thoughtful Thursdays – Worth repeating: Sell with purpose
Today’s post is an edited repeat that first appeared in May of last year. It came to mind that it was worth repeating from a couple of recent experiences with sales people who just did not appear… Read More
Thoughtful Thursdays – Do prospects talk you out of making the sale?
For every reason there is to buy, there are multiple reasons to not buy. Today’s sales thought is about not letting your prospect talk you out of making the sale. If your prospect is not in… Read More
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 – 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