Why You are Selling on Price and How to Avoid It
Selling on Price – One of the most common challenges I hear from sales people is that they are forced to sell on price, thereby tightening their margins. A phenomenal mentor of mine, Steve Lishansky, always says, “Price is never an issue unless the value isn’t clear.” If you are struggling with selling on price,…
The Secret to Making B-Players Into A-Players on Your Sales Team
Every sales team inevitably has some B-players. These are the sales people who aren’t exceeding sales goals but often have the potential to do so. However, some key factors are usually holding them back. We of course don’t seek to hire B-players, but every team inevitably has a few. Given this fact, how do we…
3 Must-Know Tips to Upselling Clients
There is the hard way to increase revenues, finding more prospects and selling them, and then there is the easy way to increase revenues, upsell your existing clients. The hardest sale you will ever make in a client’s lifetime is the first one, so make life easier for yourself and focus more on that second,…
3 Ninja Techniques to Open the Floodgates to More Customers
There are strategies to getting more customers that require a complete change of process, and then there are ninja techniques that are very easy to implement and require little effort. Both are important, but we all love the ninja techniques because a very small amount of effort can lead to huge increases in the numbers…
3 Quick Tips to Get Your Clients Buying All the Time
So often, sales people tell me how they need to invest all of their time into finding brand new clients. I always ask, “What about the ones that you have worked with in the past?” Selling is not just about hunting for new clients. It must also include keeping your existing clients around and getting…
Insanely Easy Tips to Making Larger Sales
I was at a Mediterranean restaurant the other day in Downtown Boston with my brother. Everything on the menu was under $8. My brother commented, “If there were just one ‘deluxe’ platter on the menu that cost $12, I would get it.” That comment got me thinking. He’s right. If that restaurant wanted to increase…
When You Follow Convention in Sales You Are Dead
Have you ever watched the high jump in the Olympics? It’s amazing to see how high they can go, while jumping backwards over the bar. It wasn’t always that way. In fact, until the ‘60s, athletes always jumped over the bar facing forward. That was just how it was done. Nobody had challenged it until…
How to Close the Sale Without Being Salesy
So many sales people tell me about how uncomfortable they feel when it is time to close the sale and they don’t want to sound salesy. Old school sales training would suggest you use some kind of Kung Fu closing technique like, “So, should we plan to start this week or next week?” But this…
Why You Need to Plan a Client Event
Existing clients are often the number one overlooked source of additional revenue to a company. Just think how many thousands or even millions of dollars your organization invests each year to attract new clients. Often, once a company has them, they are sent over to customer service and moved out of the sales pipeline. In…