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 [...]
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 [...]
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.
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.
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.
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 [...]
Say No to Bad Prospects As a business owner, especially for those of us who offer services, it can be difficult to turn away work. We tend to accept everything that comes across our desk regardless of the consequences. As a [...]
During the course of running a business you are going to have to raise your prices. Price increases are unavoidable if you want to stay in business. You have to constantly monitor your price point and your costs so that [...]
Enjoy this sample email newsletter. Our newsletters are quick thoughts for entrepreneurs delivered to your inbox. Sign up today! A natural part of sales is rejection. Most B2B businesses have a closing rate of less than 20%. Maybe it’s comforting [...]
One of the challenges to running a successful business is pricing your products properly. Having the right price point can enhance how much you sell therefore creating the foundation of a profitable business. On the other hand, having the wrong [...]