Archive for the ‘Thoughtful Thursdays’ Category
Thoughtful Thursdays – Climb the trust ladder one rung at a time
People like people they can trust and people buy from people they like. We all know that because we look to it intuitively when making buying decisions. The successful professional sales person also know this and makes a habit… Read More
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 – When is the best time to call my prospects?
A question that comes up on a regular basis from those new to sales is “When is the best time to call my prospects?” The question is often raised after a series of unsuccessful attempts to… 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 – A few thoughts on pricing
Today`s thought comes as a result of a workshop I recently presented to a group of business owners to be about price strategies. Statistics support the statement that of Canadian business that fail, greater than… Read More