One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting…
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I like to keep on top of what is current, what is emerging, and what is still an idea. This is why I make time each week to do research…
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I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once…
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Recently I wrote about wanting to tell clients what to do and why we couldn’t even if we know better. The premise was that what may seem so obvious to…
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We’ve all been there How many times do we want to tell our clients what to do? After only a few sentences uttered by them we, of course, know immediately…
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How to shift the conversation from Price to Value In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount…
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Fact – every business executive is a consumer. Fact – every consumer, certainly here in Australia, is exposed to a barrage of discounting and sales offers from the retail sector.…
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Salespeople who complain about price as a barrier need to wear bicycle helmets. As a salesperson, the next time you feel you are losing deals because of price, take your…
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Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly…
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So how do we reach prospects and keep the door open? While everyone is trying to go big – go small and use innovation to capture share of mind. Imagine…
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