Thoughtful Thursdays – What problem does your offering solve?
Today’s sales thought is a follow up to recent posts about prospecting titled Prospects not returning your calls? and Be a better prospector. The posts talk about providing good reasons for your prospect to call back and… Read More
Thoughtful Thursdays – The benefits of using a sales script
The idea of using a sales script is usually is not usually received with open arms by the sales people I work with. When I mention sales scripts, people start thinking about the annoying high pressure telephone sales campaigns. You… Read More
Thoughtful Thursdays – Be a better listener
A recent buying experience demonstrated the importance of listening to your customer and learning from what they do not say. It reminded me of a post from several years ago that remains valid today. A few additional thoughts have been added to… Read More
Thoughtful Thursdays – The price vs value sales barrier
Yes, price is important and I do not know anyone who does not seek the highest value for the lowest price. Even when the price appears to be excessive, the buyer must perceive the value to… Read More
Thoughtful Thursdays – Follow up to asking questions is not enough
Last week’s post, Asking questions is not enough, I talked about the importance of asking the right questions and ways to help develop the questions. Yet, in spite of all the pre-call preparation, sometimes the important… Read More