[Video] A Surefire Way to Differentiate From Your Competitors
Your prospect is ready to make a change. They've seriously evaluated their options and narrowed it down to you and several of your toughest competitors. Follow this often overlooked, but highly effective strategy to differentiate your product/service and win the business.
Never Write a Sales Proposal Without Asking This First
Dan Markowitz, president of TimeBack Management and author of A Factory of One is always looking for ways to cut out unnecessary work that don't help you achieve your primary goals. That's why, instead of drooling when a prospect wants a sales proposal for him, he's now doing this...
Never Confuse Your Prospects About Your Pricing
Sometimes you're not always as clear as you can be. That's what Barbara Weaver Smith, author of Whale Hunting & CEO of The Whale Hunters, discovered when she was pursuing a big opportunity. Even though it cost her the deal, she learned her lesson.
Never Give Away Your Profits
Mark Hunter, author of High-Profit Selling (a hot new book I highly recommend) shares how he learned to deal with a prospect who was continually on his case to cut him a better deal. With a big sale on the line, it's always a challenge to handle these delicate situations.
Never Forget the Details: It's Not Over Yet
Today, Dan Waldschmidt, sales strategist and author of the EdgyConversations blog, shares a hard-earned lesson. And, the worst thing was, his own excitement was the cause of this horrible mishap.
Never Fall In Love with Your Own Product/Service
Today's post is from Anthony Iannarino, writer of the popular TheSalesBlog.com & CEO of Solution Staffing. He shares how he learned firsthand what happens when you're so excited about what you're selling and totally believe it's the best choice for your prospects.
[Video] What If You Couldn't Get Any New Customers?
Today's video is designed to get you thinking. Seriously thinking. If you're on a sales team, talk about it together. If you're on your own, explore the ramifications. What you discover may have a huge impact on your success this year.
And when you're done, please add your thoughts & comments below. Your ideas may stimulate us all to think at a higher level.
[Video] Get Prospects To Make Decisions Now vs. Later
If you are tired of your prospects dragging their feet on making decisions, you need to simplify things for them. This is critical because your prospects are so crazy busy. They don't have time to process tons of information or handle all sorts of new ideas. Complexity of any sort overwhelms them, driving potential decisions to a screeching halt.
Prevent Hot Sales Opportunities From Turning Cold
Have you recently seen promised orders or projects literally evaporate into thin air? It's a phenomenon I'm seeing frequently these days - and I'm personally experiencing it too. Time to put on the thinking cap ...