Marketing

What’s Wrong With Asking For A Little Help?

Salespeople are a prideful bunch. So are their managers. We always love to act like everything is under control and very often this may be true. But what happens when …

Marketing

Do You Know Your Customer’s Code Of Ethics?

Every business is expected to have a set of rules and to play by those rules when it comes to our customers. We do our best to adopt a service-first …

Business Analysis

Never Lower Your Price Until You Ask Twice

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 …

Marketing

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 …

Business Analysis

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 …

Sales Management

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 …

Business Analysis

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 …

Marketing

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 …

Sales Coaching

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 …

Marketing

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, …

Marketing

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 …

Marketing

Plant The Seeds Of Doubt And Grow A Sale

There are all different kinds of tricks and techniques salespeople can use to stack the odds of a sale in their favor. Some different tricks may seem pushy and off-putting …

Marketing

5 Tips To Turn Sales Pain Into Progress

No one likes pain because, well, it’s painful. It’s unavoidable, unpleasant, and unappealing. Most people don’t see the benefit of pain and so they wait it out and suffer through …

Marketing

A Simple Prayer for Salespeople

It’s not too often that we get to mix sales with religion but, if we’re being honest, there have been plenty of times that you have had your eyes closed …

Sales Coaching

5 Tips to Becoming a Confident Salesperson

There is the 3 ‘C’ holy trinity when describing the traits of a perfect salesperson: Confidence, Charisma, and Charm. These are the first things we look for in a candidate …

Business Analysis

Defending Your Price Depletes Your Profits – 5 Steps For Keeping Your Price

Price objections are the most frequent and the most dreaded among all sales objections. It automatically triggers your defenses as your customer puts you on the ropes trying to beat …

Sales Coaching

5 Easy-To-Use Tips To Control The Sale

Do you ever get excited going into a sale knowing that you have a plan to close the deal and everything is going to go your way and then Wham! …

Marketing

Stop Defending Your Price With These 5 Tips

Nothing sends a salesperson into a tailspin quite the way a price objection does. It is difficult to watch how salespeople respond to this objection in the same way that …