I see this over and over again with salespeople. They make the mistake of presenting too soon. How do I know? I ask them if their clients are saying, "I need to think about it" to make a buying decision. What's to think about it your customer truly needs what you are selling? It's your job to ask the questions that guide a customer to understand there is a need, it's an … [Read more...]
Where do you negotiate?
Do you think about where you're going to negotiate your sale as part of your sales strategy? You should. A recent article in Money magazine cited some interesting findings. People act differently on their own turf. They're more assertive and less willing to make concessions. Is that what you want in your next sale? Try to get the "home field advantage" and negotiate in your … [Read more...]
Sales tactics for today
I recently got asked a question about selling today. What are the best sales tactics that will work in 2013? Here's my answer. It's the same ones that worked before, except today there's less margin for error. You have to come to the meeting prepared. Do your research. Prepare your selling questions. Demonstrate your expertise. All will help build credibility with your … [Read more...]
Don’t Make This Sales Mistake
There are salespeople (inexperienced ones I think) who early in the sales call will talk about price. In the first 10 minutes of the sales call they will say, “I think I can save you some money on your (product). Can I get you a quote? Quoting prices isn’t selling. In fact, you don’t even need a human being to quote prices today. The only way you can quote prices early in the … [Read more...]