Archive for the ‘Thoughtful Thursdays’ 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 – Addendum to: Lose a customer?
A few weeks ago the Thoughtful Thursdays post asked the question: Lose a customer? Since then I came across the infographic on the left from Get Satisfaction. One of those things that make one think. When you… Read More
Thoughtful Thursdays – Got the summer sales blues?
Prospects on vacation, plants on maintenance shutdown, no one returning your calls? Thinking there are no sales activities to perform due to the season? It is time to change your way of thinking. Your competitors are… 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