Stop Selling Price


“My customers will only buy if I lower my prices.”

Really? Are you sure? I hear this frequently from participants in my training workshops, and it always leads to a healthy conversation about whether they are selling price or value. …

Sales Managers: It’s Okay to Coach Your Salespeople


 

Selling is a challenging endeavor. And if I am a sales manager,  responsible for a group of salespeople, it gets even more challenging.  I am pulled in a lot of directions. I have multiple priorities. I have to adapt to …

Quit Using the 30-second Elevator Speech!


Years ago, when I was first starting out in sales, I was taught that I needed to have a 30-second elevator speech.  Not just me.  Everybody was taught this. It’s still drilled into salespeople: “Have a clever and concise way

5 Selling Mistakes We Can Avoid


1.  We shouldn’t expect prospects to buy from us if we aren’t proud of what we are selling. We need to speak about our product or service with emotion, letting prospects and customers know that we are “excited,” “passionate,” …

How to Coach Your Customers


Everyone in sales dreads hearing the following from a customer: “I’ll review this with my boss. I know he’ll go ahead and place an order.” We dread it because we know the sale is very likely going to die. The …

Are You a Reluctant Salesperson?


A reluctant salesperson. It sounds contradictory, doesn’t it?  We have this image of assertive men and women, boldly going to visit prospects and customers.  Asking strong, insightful questions, and listening closely to the answers.  But think back on your experiences …

Great, You Got the Sales Appointment. Now What?


Getting an appointment with a prospect is a big deal. It can be an anxiety-producing, nervous-making process. But, you got the appointment, so congratulate yourself on a job well done! Now, it’s time to plan your sales call.

First, let’s …