All customers may have been created equal, but they don’t have equal value to you. In fact, some may not be worth your time at all.
You can get a good fix on a customer’s cost-benefit by looking at two underutilized metrics:
Knowing how to close is a critical skill for every salesperson. And while some sales are “easy,” many aren’t. These posts will help you hone your approach to closing.
All customers may have been created equal, but they don’t have equal value to you. In fact, some may not be worth your time at all.
You can get a good fix on a customer’s cost-benefit by looking at two underutilized metrics:
by Ken Dooley
There are a lot of excuses for lost sales. And then there are real reasons — that the salesperson can control.
These come from the book How Winners Sell, by Dave Stein:
by Ken Dooley
In their haste to satisfy customers, many salespeople make a big mistake.
In his book, Slow Down, Sell Faster! author Kevin Davis explains why presenting solutions too soon in the sales process can lead to a lot of problems, including:
by Ken Dooley
Ask your salespeople to review sales they failed to close in the last year. Tell them to try to list the reasons why they didn’t get the sale. You’ll get a list that probably boils down to seven blunders.
The list is courtesy of Jeff Thull, a successful sales consultant.
Whether you’re dealing with prospects or employees, most negotiations are won by those who understand – and know how to leverage – these six laws, outlined in Robert Cialdini’s book, Influence: The Psychology of Persuasion:
Budgets are tight, and competition is tighter. Right now, most buyers feel like you need their business more than they need you. But here are five ways to turn the tables and create an atmosphere where they’re bargaining based on your terms. Know your walk-away point: With so many companies competing for every prospect’s dollar, it’s…