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Disruptive Selling

How Can It Work For You? One of the new marketing trends is “disruptive selling.” This is defined as any marketing strategy that is bold enough, unique enough or out of the ordinary enough to create buzz and, consequently, sales. It could be marketing that runs counter to the time of year when competitors are […]

Have You Sold Yourself?

You will always be your number one customer. It’s not the big account you service, nor is it the hot new prospect you just uncovered. It’s you. The reason is simple. If you’re not completely confident in what you’re selling, you will never come close to maximizing your sales potential. Your sales motivation will always […]

Your Sales Motivation and Selling to Purchasing Departments

One of the most difficult parts of a salesperson’s job is dealing with purchasing departments. Whether you are a new salesperson or a seasoned veteran, you likely will agree that dealing with a purchasing department can create a tremendous amount of stress. Some salespeople would even say these interactions sap their sales motivation — and […]

Close Too Quick and You Lose Profit

It’s always rewarding to close a sale and immediately have the new client sign the documents to secure the sale. No matter how many years in the business, this always feels good. We all have stories about new customers who have “fallen into our lap” and bought quickly. For some reason, we can’t seem to […]

Selling a Price Increase in a Soft Market

Selling a price increase can be difficult in nearly any type of situation, but trying to sell one in a soft market can be downright brutal. Yet, as unpleasant as it can be, it is often essential. The problem of selling a price increase in a soft market usually stems from the fact that the […]

Learn, Teach, Sell Yourself to More Sales

Every sales call you make needs to include the “Learn, Teach, Sell” concept. Today’s customer has many options available to them. Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a competitive […]

The Price Increase Switching Game

We’ve all had to deal with price increases in one form or another. Similarly, many of us have been faced with a belligerent customer who not only is unwilling to accept your price increase, but also threatens to switch to your number one competitor. When this happens, we’re often left with the feeling that our […]

Selling with Your Personality

Anyone can sell if the price is cheap enough or if what is being sold is something people can’t live without. However, for the vast majority of us, neither of these luxuries are part of the scenario in our sales strategy. The difficulty of selling is compounded by the fact that most customers have a […]

Maximizing Your Price — The Value/Benefit Equation

Price increases are currently occurring at a faster rate than we’ve seen in the U.S. economy for nearly 25 years. The driving forces behind these increases seem to be the rising costs of labor, raw materials, etc. Although these are certainly valid, the real reason for these price increases should stem from the value of […]

What Does Your Customer Really Value

Sell to the customer’s value expectations, not to your value propositions. We’ve all heard the rule of listening to what the customer has to say, and there’s not a salesperson who thinks they don’t listen to the customer. Reality, however, is quite the opposite! I find time after time when I’m working with salespeople across […]