customers

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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Pricing Strategy for Rainmakers

Sales Coach

What’s your pricing strategy for B2B sales? How do you decide the price customers should pay, and then persuade them to go along? How often is your idea of the right price accepted by prospects? How much revenue and margin do you lose when they just won’t agree? If your answers to these questions are [...]

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Another Nail in the CRM Coffin

CRM

Typical CRM software doesn’t work, for customer management or customer service. We’ve written extensively on how Business Process Reengineering and CRM projects have disenfranchised customers. At times its felt like yelling at the sea, but now there’s a new dimension to our thoughts about management best practice built into systems. Gartner agrees with us, or [...]

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CRM Isn’t About Customers

CRM

The term CRM, the strategy of customer relationship management and the software system to support it, all leapt into business thinking at the start of the 21st. century. It was a misnomer then, and has been ever since. But it has been a very effective way of persuading big corporations to buy more software. By [...]

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How To Be Successful in Sales – Without Being Great

Sales Coach

Do good customers buy from bad sales people? How come there are so many really bad sales people making money in this world when the professional guys are finding life hard? If you’re the CEO and wondering why that difficult, unsociable, lazy, good for nothing rep makes more money than you do? Or if you’re [...]

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Are Your Customers Smart or Dumb

Sales Coach

Image via Wikipedia Do you have smart customers or dumb customers, and what does the answer say about your business. I assume my customers are smart and work hard at making them smarter, because that way they’ll understand what I’m saying about their wants and how those will be met by my offer. It’s true [...]

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Selling Gets Harder Every Day

Internet Enabled Business

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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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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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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