And why should your prospects behave any differently? Especially if they aren’t the final budget holder and they have to justify the purchase choice to their manager or board. Honestly, forget about the specific product or service you are selling, placing yourself in their shoes, faced with making a purchase what would you base your decision on? You should… Continue reading You Deliver More Value Yet Your Prospects Still Buy Based on the Cheapest Price…
Technicians rarely make the best sales people! Yet they are the most experienced and knowlegeable…and often have the most to contribute at the prospect interface, yet to try to make them, or expect them to be sales people serves neither parties best interest. Why? Often they are very passionate about what they can do and… Continue reading Harnessing the Sales Power of theTechnician.
When was the last time you got a REAL value added sell from a sales person? I am referring to a time when you got a sales pitch that really demonstrated value to you and your business, and where the service or product you were considering was discussed in terms that were directly relevant to… Continue reading The Real Value Added Sell
10 Reasons Why Sales People Fail 1. Lack of follow up 2. Poor focus pre and during the sales process 3. Inconsistent record keeping 4. Chasing every lead and prospect that comes in as if they are all equally imprtant 5. No being able to let go of ‘dead’ business prospects 6. Selling too cheaply… Continue reading How to Increase Sales Close Rates NOW!