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.
Small Business, Attitude, and Actions I think I can speak for most sports fans when I say; the great thing about sports is it’s a microcosm of life. There are things that you can control and things you cannot control. [...]