October 12, 2007|
Don't Cut the Deal
Negotiating price can definitely undermine the trust
you’ve built with prospects. If you cave on the price at the close they will think, “hm, and
what was he going to do with that extra $XXX he was overcharging me then?”
So, the first step in price negotiation is that there is no negotiation. Be confident in the
price of your product/service and then reiterate the benefits when they ask for a discount.
“The Sales Hunter,” Mark Hunter shares with readers at ManageSmarter how to avoid being a
“sissy” when it comes to price.
read story from managesmarter.com
It's All In Your Mind
What if your sales success was dependent on how you
define success? Do you see yourself making a certain amount, either not enough or average,
and then actually hitting that number?
Tessa Stowe, sales trainer and author, shares with readers at Studio Matrix the idea that your
super sales success could be just a thought away. Sound crazy? But is it true? You decide.
“Your sales success = your sales skills + your thoughts/beliefs,” Stowe says.
read story from Studio Matrix
October 9, 2007
I'll Call You Back
With all the sales calls to make and messages to leave,
it’s important that you are saying the right things to ensure the highest probability
that they will call you back.
Colleen Francis shares with readers at Potentials great examples of what to say and
tips for leaving messages that will entice your clients to call you back or be available
for your next call.
read story from Potentials
Cold Calling Can Work
Knowledge squelches fear, so knowing how to properly
execute a cold-call can help allay those fears.
Andy Preston, director of training for Outstanding Results shares with readers at
MyCustomer.com tips for making cold calls and strategies to increase a positive outcome.
read story from MyCustomers.com