Archive for the ‘Thoughtful Thursdays’ Category
Thoughtful Thursdays – Your price is too high…
…or is it? I don’t mind hearing this from a prospect because it tells me the negotiating phase of the sales process has begun or is still in play. How you respond is very important. Less… Read More
Thoughtful Thursdays – Is time your friend or foe?
It is the age-old issue of running out of time. A colleague says, and I agree, that it is endemic to new business owners. I would also take it a step further and add that… Read More
Thoughtful Thursdays – Helping the indecisive buyer
Something that can lengthen your sales cycle is the indecisive buyer. Today’s thought is about helping the indecisive buyer and shortening your sales cycle. We will assume you have done a good job identifying needs… Read More
Thoughtful Thursdays – Addressing the price objection… again
A common topic, perhaps the most common objection to sales – price. Today’s thought is about lessening the chances of encountering this objection. We all look for the best value and I do not see… Read More
Thoughtful Thursdays – Dress for the part
People buy from people they like and successful sales people earn their customers trust before attempting to sell anything. The first rungs on the trust ladder are often based on first impression perceptions and making a… Read More