Customer

Selling Gets Harder Every Day

In the race to the bottom selling gets harder each day and the customer always wins. Selling anything these days is harder than it used to be. The noble (some would say black) art of sales is supposed to be easier. With all these possibilities for meeting and influencing customers in blogs and social networks [...]

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Engaged Customers Lead the Deal

Sales Coach

The customer in buying mode will tell us how to sell the deal. Once s/he’s decided who to buy from it’s really a question of following her lead. In the third of the three emotional states the prospect coaches us. Our challenge is making sure we don’t mess up, losing the deal and the prospect [...]

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Consultants CRM for Smart Professionals

Solving Information Problems

Consultants need smart, intelligent CRM software to match the way they work. Creating value for clients depends upon insight to understand problems, imagination to design solutions, and flexibility to implement them – no two jobs are the same. Creating value for themselves on the other hand depends upon organisation of resources and efficient operations. CRM [...]

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Always be prepared to walk away.

Sales Coach

Being ready to qualify out of a sale usually will mean we don’t have too. Some sales deals we just don’t need, or want. When the customer gets too difficult, wanting too much for too little, we should qualify out of the sale and walk away from the deal. Strangely, always being prepared to walk [...]

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Secrets to Selling Consulting

Selling Consulting

Selling consulting is different to selling product and nobody teaches how to do it. In fact very few know how to do it. Consulting is mostly sold by consultants, and they don’t train sales guys. Why does this matter? Who cares? Sales is sales, right? Or that’s what the motivational guys would have us believe. [...]

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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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Learn to Love Your Price

Selling Price

If price is going to be another tool, and a powerful one, in our bag we should learn to use it well and grow to love the options it gives us.

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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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Sales Qualification 5 Questions About Money

sales qualification

Sales qualification shouldn’t only be about checking there’s a budget but questions about money are a vital element of the process – understanding the opportunity and deciding how to win it. Asking questions about money can be difficult for sales guys, especially newbies so its important we find ways to ask those questions as part [...]

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How Good is Your Customer Service?

Management Built In

Did you ever experience such outstanding service you were obliged to say so, and congratulate the server? Did you ever ask him/her could you talk to the boss to mention how impressed you were? Doesn’t happen very often, does it? That’s because we all too often don’t receive (or probably give) that level of service. [...]

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