What is Your Real Competition

By | 2017-07-19T00:47:55+00:00 July 19th, 2017|Categories: Business Development, Marketing, Sales|Tags: , |

What are you competing against? You need to motivate customers to take an action. Your biggest competitor is the status quo. Your customers fear of loss heavily outweighs the possibility of a benefit. It's easier for people to do nothing

Your Best Client, is your Competitors Best Prospect

By | 2015-07-27T06:00:28+00:00 July 27th, 2015|Categories: Business Development, Sales, Uncategorized|Tags: , , |

B2B small business & sales people need to be thinking about our client's experience, and our client relationships, at all times. It’s easy to become complacent when we think everything is going well with a regular client. Why rock the boat? But

Never JUSTIFY Your Price – Demonstrate Value

By | 2017-10-08T22:58:20+00:00 June 4th, 2015|Categories: Sales, Uncategorized|Tags: , , |

When your prospect has an objection about the price, don’t justify your price. Justifying is defensive and is a great way to lose your prospect completely. This objection is a clear indication that you and your prospect are not where you need to be in the sales process.

If There’s a Major Change in the Decision Makers, Re-Up Your Relationship – B2B

By | 2017-10-08T22:58:11+00:00 May 21st, 2015|Categories: Sales, Uncategorized|Tags: , |

Starting a relationship with the new person gives you an opportunity to be a problem solver and make any changes to meet your clients needs; this is what you want to do all the time with your clients. We seem to get freaked out when a new person enters the relationship.

Writers Block? So, you haven’t had a thought or spoken to anyone today?

By | 2017-10-08T22:57:44+00:00 February 26th, 2015|Categories: Advertising, Marketing, Sales, Uncategorized, Website|Tags: , , |

Blogging to market your business or improve your sales career is rewarding. You’re able to broadcast your message and start conversations and relationships. It’s inexpensive and relatively simple - so long as you have opinions of your business or industry.

Are You Scared to Bring up Price? How to Bring up Price in Your Sales Process

By | 2017-10-08T23:00:25+00:00 October 16th, 2014|Categories: Sales, Uncategorized|Tags: , |

Discussing Price to Qualify Prospects Discussing price, in your sales process, is difficult. Whether it’s B2B or B2C, sales people and small business people feel uncomfortable bringing up the price of a product or service. We feel more comfortable discussing

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