Why Giving Discounts Is Hurting Your Business More Than You Think and What to Do Instead
When was the last time you gave in and gave a customer a discount? As a salesperson, chances are that you’re often faced with the decision of whether or not to offer a discount and get that sale. You do, after all, need the business in order to grow. But the truth is that while […]
The Only Tip You Need to Ensure Your Sales Funnel Never Runs Dry
A Sales Funnel Story… Meet Jones & Jones. They are a young, successful architecture firm and they’re two months away from completing one of the largest building projects in the city. Their office is a busy, bustling place, and their meetings are all geared towards discussing the final touches on this grand project that they […]
How Much Follow Up is Too Much When Selling
Ever get annoyed when salespeople follow up? How much follow up is too much when selling? Perhaps you’ve met with them? They offered you solutions to that you were looking for, you wanted some time to think things through, and right after that meeting, they started those dreaded follow up calls. The call in itself, […]
How to prevent your business from getting stuck in a bad sales deal
When the advantages of a big project or client are staring you in the face, it’s difficult to walk away from the deal. But sometimes, saying no is the best alternative. A ‘bad’ sales deal is never worth pursuing, no matter how much behind your sales targets you are.
What’s really happening inside the customer’s mind
Have you ever found yourself in a situation where someone kept trying to talk you into buying their products, without asking what you needed in the first place?
Or maybe it was the other way around. Perhaps you were the one who rushed into trying to sell something to someone before actually taking the time to understand their business and their problems.
Why Star Salespeople Sometimes Make Bad Sales Leaders
Have you ever been promoted to a sales leadership position and felt unprepared to handle the new challenge? Or perhaps you’ve seen star salespeople in your organization get promoted, and struggle with their new leadership roles.