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Counterintuitive as it may sound, cheap products are the hardest to sell — for both businesses and their salespeople. The assumption that “lower price equals easier sale” is a dangerous myth. Salespeople who blame price for poor results will...
Toxic customers come in many forms. This one punctuated every sentence with the f-word while liberally sprinkling its older profane siblings. Customer facing staff at the bank would cower the moment he walked into the branch. Each of his...
Why would you struggle to sell when your product lends itself to repeat sales? There are products that sell themselves – or should. Products like pet food let the seller sell repeatedly throughout the lifetime of the pet, creating...
Relationship management in customer service begins with the realization that you need the customer more than he needs you —especially at the very moment it feels like you have the upper hand. I am not blind to the fact...
You would rather lose the sale for lack of sales knowledge than product knowledge. This simple truth is at the heart of effective sales language. Product knowledge alone does not sell. True. This speaks to the inability of translating...
Sales value clarity is the difference between pushing a sale and earning one. Without sales value clarity, even the best product sounds ordinary and forgettable. If you need extreme persuasion, your offer is either unclear or simply not compelling...
