May 24, 2023 7:20 amPublished by Dave ClemensLeave your thoughts
Let’s suppose you’re an ace at maintaining existing accounts, but you know you could do better at drumming up new business. So you set yourself a goal: Within six months,…
April 18, 2023 7:25 amPublished by Dave ClemensLeave your thoughts
Are your customers satisfied with the products and services you provide? Yes? Congratulations. That and a few bucks will get you a nice Starbucks coffee. Thing is, in surveys up…
March 28, 2023 7:18 amPublished by Dave ClemensLeave your thoughts
What do your customers want from you? Great products? A warm, cooperative relationship? A solid reputation for service? Sure, these things are important. But a landmark study suggests that what…
February 21, 2023 7:04 amPublished by Dave Clemens1 Comment
You know what anchoring is: The first number on the table in a negotiation “anchors” the discussion around that price. If you lead with a high price, the final deal…
January 30, 2023 7:07 amPublished by Dave ClemensLeave your thoughts
When you’re prospecting, do you ever get the feeling that the buyer on the other end isn’t listening to you? It’s not surprising, because a lot of the time they’re…
December 20, 2022 7:17 amPublished by Dave ClemensLeave your thoughts
For salespeople, “yes” is good and “no” bad. We all want to hear customers say “yes” — to an appointment, a demo, eventually a sale. We hate to hear a…
November 22, 2022 7:01 amPublished by Dave ClemensLeave your thoughts
You’ve just gotten a verbal agreement on big deal you’ve been working on for three months. Your buyer tells you to come back the next day with the paperwork. But…
October 27, 2022 7:29 amPublished by Dave ClemensLeave your thoughts
If you’re very, very lucky, you may sell a product or service that is completely unique, without any serious competitor in sight. And because your offering is one-of-a-kind, you never…
September 22, 2022 7:22 amPublished by Dave ClemensLeave your thoughts
The prospect says, “To make this decision I need more information about the optimum throughput rate on this unit. And comparative data about running times.” The salesperson — Carol —…
August 24, 2022 7:20 amPublished by Dave ClemensLeave your thoughts
Here’s a question nearly every salespeople has asked themselves or their manager: How many times should I try to reach a lead before giving up and moving on? Well, in…
