When you’re ready to purchase a new product, how do you decide what to buy? What are the top criteria you consider in evaluating the best solution? I think you would agree most of us are looking for a great price. That’s why when you see car and truck commercials on...

The sales person immediately went into their presentation showing the uniqueness of their new software application. The presentation took thirty minutes and as I was about to ask a question, he mentioned that he only had four more slides to get through. Really! Were...

What Client's Expect Today selling is more competitive than ever. Clients are more knowledgeable; your competition is more astute at articulating their advantage; and technology changes occur so quickly that no one holds a long-term advantage. Staying current with...

You sit down with your customer to see what they think of your proposal. You’re proposing golf shirts for the company with their logo placed on the sleeve. The customer lets you know that your price is too high. In fact, she says, “It’s not even close.” She then lets...

The prospect likes your proposal. You feel good. They're leaning your way and say they'll get back with you on Monday with their decision. Sounds promising, yet you wonder, “Why the wait? Am I missing something?” They ask you to come in Monday at 3pm. You get there,...

The next time you tell the prospect what value your products and services provide, make sure you first …

Do customers really want what you sell? Do they want you, your company or …

… Bingo! His response gave us the opportunity to position the real value of our company…

…The customer then says we need to compare apples to apples. But is that possible?…

If you’ve been in sales for long, you have no doubt run into the customer that asks, “why is your price so much more than you competitors”?…