Sales Tips: Are You Selling Price or Value?
Which is more important to a customer price or value? I asked myself this question while I was shopping for an Xbox for my kids. I stumbled across one at a chain store. The price was more than most of its competitors. I bought it. Why? As a buyer, price is indeed important, but it's not … Read More
The Secret Selling Ingredient You Lack
The best sales techniques often leave out emotion. Rather than inspiring us to buy, they raise suspicion. Rather than motivating us to make a purchase, they pressure and annoy us. In the worse case, sales techniques can backfire and irritate prospects to the point of breaking trust. What to … Read More
What Will Drive Your Sales Success This Year
Quick story… Over the holidays, I played a lot of cards with relatives. I lost a lot. I was tempted to blame my losses on the luck of others - they simply got better cards. They didn't. They just played them better. One of my opponents (my brother) is very skilled at cards. I am … Read More
Selling More By Doing Nothing
Of all the sales tips and techniques, one of my favorites is to do nothing. Let me explain. As sales professionals, we push ourselves to succeed. Sales training is important to us, we read, and we're always on the lookout to improve our edge. This is good, to a point. There comes a time when no … Read More
Sales Training
The Secret Selling Ingredient You Lack
The best sales techniques often leave out emotion. Rather than inspiring us to buy, they raise suspicion. Rather than motivating us to make a purchase, they pressure and annoy us. In the worse case, sales techniques can backfire and irritate prospects to the point of breaking trust. What to … Read More
Sales Techniques – The Tortoise and the Hare
When we evaluate our sales techniques, do we know if we’re a tortoise or a hare? In other words, what’s our sales philosophy? Do we rush through leads grabbing more and more hoping to get lucky with a few sales? Or, do we take every lead, evaluate it, come up with a plan, and work to sell … Read More
Sales Techniques – How Important Is Response Time?
There are lots of sales techniques that talk about negotiation strategies, building value, and closing the sale. These are all important and should be incorporated into sales training activities to sharpen our sales skills. That said, the speed at which we respond to an inquiry has a dramatic … Read More