Archive for the ‘Thoughtful Thursdays’ Category
Thoughtful Thursdays – Is your prospect caught between want and willing?
A solid contributor to a long sales cycle is the situation when a prospect is caught between want and willing. They have demonstrated genuine interest in your product yet the close date keeps moving out. Todays thought is about… Read More
Thoughtful Thursdays – When “yes” turns into “no”
This unanticipated objection is one that follows a series of positive responses leading you to believe that the order is imminent and then the customer changes their mind. Today’s thought is about responding to “yes,… Read More
Thoughtful Thursdays – No more discounts, resistance is not futile
Today’s thought is about resisting the pressure to sell on price. Although it may feel like it, your target market is not a Borg-like collective of people or businesses driven to assimilate you into their way… Read More
Thoughtful Thursdays – Are you the sales obstacle?
There are any number of obstacles faced every day by the professional sales person. Today’s thought is about one that is often overlooked. Overlooked because it requires a degree of self-evaluation and an admission to… Read More
Thoughtful Thursdays – When it goes off the rails…
…and it eventually does, will you be able to keep your customer? I won’t go into what might have caused the derailment, because at this point it will not matter to your customer. Todays thought… Read More