We've all been there. After countless calls, meetings and an endless amount of work, you just can't get the customer to say "yes" and move forward. There can be hundreds of theories and ideas as to why this happens more times than we care to admit. Let's put all the theories aside and get to a solution you can use right now to determine if the customer is serious. The … [Read more...] about What to Do When You Can’t Close the Sale
Sales Negotiations
Close a Sale Too Quick and You Lose Profit
It's always rewarding to close a sale and immediately have the new client sign the documents to secure the sale. No matter how many years in the business, this always feels good. We all have stories about new customers who have "fallen into our lap" and bought quickly. For some reason, we can't seem to forget the great rush that occurs from these new clients. I'm here to say … [Read more...] about Close a Sale Too Quick and You Lose Profit
How to Create Effective Sales Conversations
You've got a great product or service that beats the competition by miles. Once you get in front of people or get them on the phone, they're sold. The only problem is you're not getting enough of those initial sales conversations with prospects started so you can convert them to clients. Instead of having your phone ringing of the hook with requests, you feel like your firm is … [Read more...] about How to Create Effective Sales Conversations
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
Who Really Achieves Success in Sales?
Success in sales does not go to the one who has the lowest price. Nor does success in sales go to the one who has the best customers. And, success in sales does not go the one who has the most intelligence. Who really achieves success in sales? The people who practice integrity with every person with whom they come in contact. There is no substitute -- no alternative … [Read more...] about Who Really Achieves Success in Sales?