Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a competitive edge in the marketplace, we must find ways to distinguish our selling process from our rival’s. One of the most effective ways to do this is to use each call to “learn” something about the customer and to … [Read more...] about Simple 3-Step Selling Process to Increase Sales
How to Sell
7 Ways to Stop Selling & Start Building Relationships
Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients. We need to learn how to stop selling and instead start building relationships with potential clients. I was inspired to write this article after a few coaching sessions with a client named Michael, who sells … [Read more...] about 7 Ways to Stop Selling & Start Building Relationships
How to Eliminate Objections and Increase Sales
You're in a meeting with a promising prospect. You review the project and the services you provide and then, just when you're hoping to get the okay, the prospect raises an objection. They may tell you: "I haven"t got the time right now." "Send me a written proposal and I'll think about it." "We already have a supplier." "We prefer working with a larger … [Read more...] about How to Eliminate Objections and Increase Sales
How to Manage the Sales Negotiation Process
How many times have you heard: "You've got to drop your price by 10% or we will have no choice but to go with your competition." "You will have to make an exception to your policy if you want our business." "I know that you have good quality and service, but so do your competitors. What we need to focus on here is your pricing." "I agree that those special services … [Read more...] about How to Manage the Sales Negotiation Process
How to Sell More But Spend Less Time Selling
Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets? The smell of fresh baked goods and the memory of the taste of a candy bar makes us want to buy more. The owners of bakeries and candy stores … [Read more...] about How to Sell More But Spend Less Time Selling