Here’s the rock, paper, scissors game of selling:
Stop closing sales and start providing value, or lose to price.
At a seminar today in Kitchener, Ontario, (an hour north of Toronto for those of you without Google Maps) James Perly, of Perly Consulting Group, came up to me during a break and said, “I have a new closing method.”
Your best, and most costly lessons are right in front of you.
How good are you, really?Be your own customer, and find out, really.
To Achieve Your Goals, You Must Do the Following
About now, you may be experiencing “goal withdrawal.” It’s that time of year when you begin to lose the momentum and drive you may have had on January 1. Many of you have already given up the ghost.
The Ultimate Response to “I want to think about it.”
When a customer says “I want to think about it” or “I need some time to think it over” it’s one of the most frustrating expressions a salesperson can hear. You feel helpless, or if you’ve been poorly trained, you lapse into some manipulative dialogue that proves you’re both a crappy salesperson and you’re only there for the money.
What CEOs Want to Talk About. HINT: It Ain’t Your Product.
Everyone tells you to meet with the decision maker. Everyone tells you to meet with the CEO.