Your existing contacts are a great potential source to help you uncover new business opportunities. How often do you ask if your contacts might be aware of business for you? Here’s slime-free way to ask for referrals and new business.
Have you ever wondered, “How can I create urgency with my customers?” Let me shed some light on why customers delay decisions, what you might be doing in your interactions that could be contributing to those delays, and what you CAN do to accelerate decisions.
What do you think of with you hear the term “Salesperson”? If you’re like most people, you probably have a list of not so likable characteristics. Discover the truth behind why customers hate most salespeople and more importantly how you can prevent becoming the hated salesperson.
There are many instances when the lowest price is not the best deal. This is particularly true when buying and selling business services. I firmly believe price matters when the seller believes price matters most. It seems most executives and sales professionals are better prepared for the unlikely event of catching on fire than they are prepared to deal with pricing pressure. Here are tips to help business sellers uncover the truth when facing pricing pressure with savvy customers.
No matter how you describe it, indirect selling introduces the challenge of channels. When you sell through channels, you get some great benefits, and have to avoid the pitfalls in order to achieve success. Discover how to avoid the greatest mistake businesses make with their channel partners.
I often speak about not playing fetch and avoiding the pitfalls of giving away free consulting. You might be wondering the same thing in your business. So, let me explain the difference between free consulting and building value and trust with your customers.