Competition

Why Did You Lose That Deal

SPPM

Sales Team Performance Management – STPM – sounds like a consultants pitch for a new project, and in some ways it is. In other ways its a simple concept every business should understand, and in yet more its a combination of information, systems and processes. The one thing it isn’t (for the moment at least) [...]

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Sales Strategy for Handling Price Objections

Sales Manager

Does your sales strategy include the use of price as a strategic tool for helping control conversations with customers and closing deals? And I don’t mean using discount to win deals! The critical success factor for most businesses is price integrity. Maximise your prices and a healthy bottom line just naturally follows. The reverse is [...]

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Change The Point of Competition to Control The Sale

Sales Coach

Do you position competition for your prospects, as part of your sales strategy? If so how do you that, and does it work for you? Do you focus on major differentiators or those minor points the others won’t think relevant? In the good old days we were always told not to say anything bad about [...]

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Talk About Money Early and Price Late

Sales Coach

Image via Wikipedia Price, Cost and Money Price is usually the first question asked by the prospect, and needs to be the last answered by the sales rep. The sales guy should sell on cost and close on price. If that doesn’t sound like a customer friendly strategy I’ll understand. Refusing to answer customer questions [...]

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Getting a Better Deal for Consulting Services

Sales Manager

Selling consulting services at the best prices can be especially difficult when the economy is struggling the way ours is today. All business owners and managers are more concerned with reducing their costs than they are with improving performance. In these circumstances buying in consulting services is a question of saving money, and buyers trying [...]

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Top Sales Performers Help People Buy

Sales Coach

The sales guy who contributes his/her specialist knowledge to help make sure the customer buys the right thing wins easy business, at the best prices,

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When the Prospect Says We’ll Call You

Sales Coach

We’re in “Death Valley“.  Selling our way out of it isn’t going to be easy! We’ve arrived here because we did everything right – pitched the right proposition at the right people, made the shortlist, delivered the proposal and presented to the selection panel. Maybe there are a couple of things we weren’t able to [...]

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10 Strategies for Selling Better Prices

Sales Coach

Tactics for selling at higher prices don’t get the airtime they should but all sales people should get trained in these techniques. Think about this for a heartbeat – lifting a sales price by 10% in most businesses doubles the net profit. Selling at higher prices is the fastest and easiest way to improve a [...]

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Selling is about people.

Sales Coach

Businesses may buy what we offer, but it’s people who decide what to buy, and who from. Selling is about people – empathy, influence, leadership, support- all these are people centric dimensions of the sale. The other side of the coin are the business centric dimensions – the business imperative, return on investment and risk [...]

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