The Most Common Sales Traps That Scare Away Prospects
Have you ever met a sales person who was his own worst enemy? Of course you have, but those are the extreme situations. However, many of us are also doing things that scare away prospects without even knowing about it. Here are the three most common sales traps that scare away prospects: Pitching: When you…
How to Diffuse an Angry Client
“You screwed up.” Those are three words that we all hate to hear from a client. But, it is inevitably going to happen. The question is, how will you handle it? Often, an angry client is an amazing opportunity to look like a hero. Here are three ways to diffuse and angry client: Never Defend…
How to Make a Great Cold Call
In the days of latest technologies distracting most of your competitors, there is an opportunity to re-discover strategies that you may not have used in a while. One of those strategies is cold calling. Prospects simply are not receiving as many phone calls as they used to, so getting through can be easier than before.…
Your Prices Are Too Low—Start Selling on Value!
Have you said the following? “I had to lower my price in order to close the deal.” Or: “If we raise our prices, people will go somewhere else.” I hear this blasphemy all the time. Worst of all, these comments are simply untrue. Now, are there some prospects out there that only care about price?…
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…