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...
Category: Sales Coaching
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...
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...
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...
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 while other techniques may be more subtle without compromising your integrity as a salesperson. Doubt, when used appropriately, is a technique that is often overlooked...
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 it just to wait and get back to where they were; possibly exposing them to the same risk of pain again. But what if pain,...
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 and your fingers crossed as you silently sent your wish list off to the heavens. To be clear, I am not offering the concept of...
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 when hiring a salesperson and it can easily outweigh their work experience during the interview. They seem to have their own gravitational force that draws...