Customers will make their purchasing decision based on price if they perceive no other value. This is an old sales truth that will never change. A major part of our role as salespeople is to communicate that value in a compelling way to the customer. Easier said than done for some of us. As salespeople,...
Author: Kassy Good
5 Techniques to Get Customers To Pay More
What makes a customer willing to pay more for a product or service when much of the buying criteria seem identical? Assuming all things equal, customer purchase behavior can sometimes defy logic and in fact that they will knowingly pay more for something they want based on something important to them that was not recognized...
6 Reasons Good Salespeople Stop Reaching Their Goals
Sales is hard work and there is no doubt about it. Sometimes we have good years, and other years, well, not so much. There are times when we believe that we are a great salesperson, and if we’re being honest, there have been some days where you thought about changing your profession. It is very...
5 Ways to Fix Your Leaky Pipeline
A salesperson without a pipeline is like a farmer without seeds; that said, he’s not much of a farmer. Most salespeople understand the need for a healthy and robust pipeline of leads and opportunities so that they can hit their sales goal and earn a good living. Without it, you are stuck hoping for a...
Never Lower Your Price Until You Ask Twice
When I ask salespeople what their most common and least favorite sales objection is, more often than not it has something to do with a price objection. That makes sense because this is usually the moment of truth for any deal. Does the price meet the budget and expectation of the buyer based on the...
Treat Your Salespeople Like a Valentine
Are you in love with your sales team? Maybe you should be, but I would be surprised if you were. Quite often salespeople are at odds with managers, production staff and operations. Why? This usually has something to do with managing expectations, but there is a historical and almost natural ongoing adversarial relationship that is...
5 Tips To Keep Your Sale Moving Forward
We all had a sale that got stuck somewhere along the way. We thought everything was going great because the customer was responding so positively to everything. In fact, you felt like they were almost ready to sign, but they held back at the last minute for whatever reason and left the conversation promising to...
5 Tips To Overcome Your Fear Of Selling
Sales are scary. That’s a fact that both new and old salespeople alike have to deal with everyday. It’s scary because of the risks we associate with selling and most, if not all, are fear based. Afraid of being rejected personally. Afraid of humiliation. Afraid of making a mistake. Afraid of not making a goal....
5 Reasons Why You Can’t Give Up Today
What is the magic number? For the producers of the movie, ‘Dirty Dancing’, the magic number was 42. That hit movie was rejected by 41 different studios until, at the bottom of their list, one of the studios finally said yes. 41 previous studios passed on the box-office hit and, although they must have had...
Is a Difficult Salesperson Holding You Hostage?🔫
Some people just have to make any and everything difficult. They refused to be managed, coached, or listen to anything that is contrary to what they believe and what they will or will not do. This is especially worse when it is a salesperson who brings in good numbers. Ain’t nobody gonna tell him what...