Negotiations: Should You Justify Your Price?

Posted on May 19, 2017 by

Salespeople are often taught to provide a reason when they ask a customer for something – to agree to a meeting, to provide a referral, or to buy a product. That advice is rooted in well-known research. But a deeper dive into the study results tells another story. In this Quick Take, we’ll show you:…

Read more

Selling to Buyers Who Hate to Spend Money

Posted on May 16, 2017 by

Sometimes, prospects who should be saying yes … just can’t. They have authority, need, urgency and money. They tell you that your proposal offers good value… but they just can’t pull the trigger. It’s almost as if the act of buying causes them physical pain. So is there a way to get buyers like these…

Read more

Selling to Buyers Who Hate to Spend Money

Posted on May 15, 2017 by

Sometimes, prospects who should be saying yes … just can’t. They have authority, need, urgency and money. They tell you that your proposal offers good value… but they just can’t pull the trigger. It’s almost as if the act of buying causes them physical pain. So is there a way to get buyers like these…

Read more

Tough Negotiations: How to Hold Your Ground With a Price Bully

Posted on May 10, 2017 by

We’ve all faced customers and prospects that pride themselves on how hard they can squeeze their vendors. But this approach only works when you let them get away with it. The secret is taking control of the negotiation so that customers see that you won’t be pushed around.   In this Quick Take, you will…

Read more

Micro-learning: A New Way to Train and Develop Salespeople

Posted on May 3, 2017 by

Find out how micro-learning, a new approach to developing sales talent, uses short, laser-focused, single-concept training modules to sharpen your reps selling skills. It’s the answer to keeping today’s short-attention-span salespeople engaged in professional development.

Read more

Why Salespeople Just Can’t Shut Up

Posted on April 24, 2017 by

As salespeople, we know we make more money when we talk less and listen more. And yet salespeople still talk too much. According to one study, the average salesperson talks over 81 percent of the time in a selling situation. So why do we keep dominating conversations with customers, even when we know we shouldn’t?…

Read more

The Post Close: How to Lock in a Sale and Avoid Last-Minute Surprises

Posted on February 18, 2017 by

Don’t sell past the close. You’ve heard that a million times. Once the customer says yes, just say, “Thank you very much and let’s get started.” The problem is, some customers still have unfinished business. And if you ignore it, you could find that sale slipping away.   In this Quick Take, you will learn:…

Read more

Avoiding the “Yes Trap”: Building Trust with Prospects and Customers

Posted on February 17, 2017 by

You can offer the highest value, the lowest price, the best service. None of it matters unless you first win your customer’s trust. But trust takes time – time you don’t always have … and that’s what leads many sales people into the “Yes Trap” – and it crushes their credibility.   In this Quick…

Read more

Tough Negotiations: How to Hold Your Ground With a Price Bully

Posted on February 17, 2017 by

We’ve all faced customers and prospects that pride themselves on how hard they can squeeze their vendors. But this approach only works when you let them get away with it. The secret is taking control of the negotiation so that customers see that you won’t be pushed around.   In this Quick Take, you will…

Read more

The Secret to Selling CEOs

Posted on February 17, 2017 by

Presenting to CEOs is a challenge for even experienced sales professionals. CEOs speak a different language, think about business in a unique way and have very little time to deal with sales people who don’t instantly grab their attention. This Quick Take will uncover the secrets to winning the confidence of CEOs. You’ll learn what…

Read more