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Your competitor isn’t always beating you because they have a better product. Often, they have a better sales offering. Sometimes they respond faster. Explain better. Follow up consistently. Make buying easier. Remove friction. Keep their promises. Or they do...
If you just accept what the customer says you aren’t adding value. Challenge the customer. Push back. Respectfully. Let’s unpack that. Challenge the customer: being agreeable isn’t the same as being useful “I want a drill.” “Sure, here.” “Jaza...
Be prepared to present in 2 minutes what you had rehearsed over 20 hours to present in 20 minutes. Be prepared with an elastic presentation. This is the reality of presentations. Why your 20-minute slot never lasts 20 minutes...
Statistically, your greatest sales funnel leakage happens at initial point of contact the buyer makes with you or your business. Did you know that? And if you are a business owner, is this the case with you? Let”s find...
“Have I actually communicated why I’m worth it?” Do they know, for instance, that your liquid formulation herbicide is easier to measure than the competitor’s cheaper powder form? Or are you obsessed with, “We (it’s never I) are struggling...
The sales cycle never stops. The sale doesn’t end with, well, the sale. So, what do you do after closing a sale? Being at the tail end of a customer engagement, it is easy to fall into the trap...
