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...
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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...
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 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...
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...
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 it would be painful to watch a friend get punched in the gut. And those gut punches just keep on coming until you are on...
The 5 Best Gifts You Can Give Your Company For Christmas
Everybody looks forward to the company Christmas party. No matter how big or small, regardless of what food you are serving or if it is offsite at the country club or a simple hour in the company break room, the Christmas party signifies a lot to the company. There is a holiday break coming and,...
The 4 Reasons Why Sales Santa Will (Or Will Not) Bring You Presents This Year
Is Sales Santa Claus real? I bet you wish he was. Wouldn’t it be great to wake up Christmas morning to find a lot of new sales wrapped and waiting under your Christmas tree for you to tear into? Or are you expecting opportunities to be withheld by the miserly old Sales Scrooge or stolen...