With the spread of the COVID-19 virus worldwide, world economies have been crushed. Many businesses have closed, some permanently and others temporarily, and companies have furloughed millions of people. One of our favorite restaurants in Addison, Chamberlain’s Fish Market is closed. Yes, you can say it’s depressing. We don’t know when or if it will […]
The Scarcity Effect
It’s a very difficult time for our country and the world with the COVID-19 virus. I would never have thought of going to the store as soon as I could to buy as much toilet paper as possible. Now that we are approaching a month of sheltering in place, I would think that the stock […]
Is Your Price Too High”
How many times have you heard, “Your price is too high?” If you’re like me, too many. When the prospect questions your value their only response is, “It’s not worth it”. They may even say, “If you can lower your price, maybe I’ll buy”. But what’s really going on when they protest your pricing? You […]
How to Create Customer Urgency
Have you ever been here? It’s the end of the year and you have several customers straddling the fence on committing to buy. You know that the good ole end of year “only” discount strategy can certainly be approved, but is there a better approach? Does the customer truly see the value in your solution? […]
Rekindling Customer Loyalty
I’m sure you’ve experienced an incident like this before. You work with a service company and at one point they disappoint you. You decide to try another service provider (let’s say a car maintenance service) based on a friend’s recommendation and now you are loyal to the new provider. Goodbye to the old; they’ve let […]
Patience is a Virtue in Sales
It’s nearing the end of the fiscal year and you’re $50K away from making your annual sales budget, and yikes there’s only three weeks to go. Do you feel that sense of urgency? You bet! It’s the position most of us have experienced many times. What do you do? Call your best clients looking for […]
Providing Peace of Mind
Think about a purchase you’ve made that gave you peace of mind. Maybe it was a financial investment, insurance, a new home or maybe a software package that saved you time and money. Peace of mind is what everyone wants. You can’t put a price on it or state the specific benefits, because they’re not […]
Your Track Record’s Influence
Your track record is critical when it comes to influencing your clients. But not everyone views them in the same way. The four personality styles are influenced for different reasons. A statistic shows that clients would pay their sales person for their advice only 5% of the time. While over 30% of clients think the […]
How Personality Can Impact Your Sales Calls
You meet a prospect for the first time, and open the call by asking, “Did you have a nice weekend?” Their response? “What’s the purpose for this meeting?” So much for the small talk. What goes through your mind? Maybe, I’d like to get out of this appointment as soon as I can. And how […]
Getting Out of Your Comfort Zone
You’re on a sales call and the prospect says take a seat. You thank her and immediately ask how her weekend was. Her response; what can I do for you today? You want small talk and she wants to get right down to business. Typically, not the way you like to start a sales call. […]
