You know, I fought with my sales manager a lot about providing price up front before doing a demo, a trial. We sell security software at my company. And we would go back and forth and she would say that never give price up front, build value first, otherwise people are going to take the … Continue reading How to Close Deals Faster (give price upfront?)
Imagine being able to create interest for a product out of thin air, without the prospect, even knowing that they had a need for that product… Well, that right there is the exact skill that you need to develop to be able to sell anything to anybody. But that sounds way too easy, like everybody … Continue reading If You Can Do This, You Can Sell Anything
You may have worked at companies where you had 4-6 different “stages” of a new sales opportunity… This pretty much holds true for every company I’ve ever worked for. What I can tell you is that those stages do not relate to the phase of a sales cycle! Stages are for tracking purposes only. However, … Continue reading The Only 3 Phases of a Sales Cycle
You’ve finally done it! The prospect that you started working with and then went dark has finally come back to life! They are asking for some updated information and pricing, they say they want to take another look at your company, and you’re starting to get excited that all of your follow-up effort has paid … Continue reading The #1 Question to Ask When an Old Prospect Wants to Re-Engage
Have you read a few sales books, but still not seeing much of an improvement in your results? I can’t tell you how many people have told me that they’ve read a few sales books, but are still at the bottom of the list when it comes to production. The reason is because just reading … Continue reading How to Get Better at Selling
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