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selling

What to do if the price is too high?

It’s an age-old debate and that’s sickening to be honest. The price will always be too high for people who’re shopping for a better deal. But the ones who’re looking for great value will buy regardless of the price tag. If you’re faced with this basic price objection, you have three options: Reeducate them on […]

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Random Thoughts selling

Sell me this pen

Just do a Google or YouTube search for that phrase and you’ll have millions of hits. I saw it first towards the end of the epic movie, “The Wolf of the Wall Street.” (It’s a great movie and you should watch it!) At first it felt dramatic and powerful but over the past few years […]

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business coaching Random Thoughts selling

Value proposition is overrated

Simply because every business, big or small, has one and I’m pretty sure your business’ got one too! That’s why your prospects want to know “the difference between you and the next guy who’s selling the exact same services for cheap”! Which simply means that “top-notch quality and excellent value for money” isn’t really what […]

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coaching leadership selling

Who cares about your agenda?

Nobody does. Particularly if you’re in sales. But if only the modern sales executive would understand. The modern-day sales cycle is becoming increasingly complex. Everyone’s busy (no, they’re damn busy!) despite their short attention spans, which seems to be getting shorter by a microsecond every year… around 10-20 minutes. (Wait, did you actually believe it’s […]

Categories
selling

Speak to the right person… always!

If you’re desperate for making the quota, get this, you won’t. Especially if you keep doing the same things and expect different results. The other day I spoke about the importance of having a rock-solid sales process, but even the world’s best process won’t save you if you’re speaking to the wrong person. And guess, […]