Tag: people

How to Win the Discount War

Posted on October 7, 2017

How to Win the Discount War

Let’s face it, in recent years there has been more focus on price which has led to increased pressure to discount. Corporate buyers and decision makers as well as savvy consumers all seem to demand lower prices and price breaks.

What’s a sales person to do?

Here are six things you can do to win the battle and reduce the amount you have to discount.

Ask better (aka tougher) questions to REALLY determine your prospect’s buying motivators. (more…)

Stop Selling Yourself and Let People Buy You If You Truly Want to Increase Sales

Posted on June 3, 2016

Stop Selling Yourself and Let People Buy You If You Truly Want to Increase Sales

Pick up any sales book, magazine or attend any sales training and you will usually read all about selling yourself from the questions you ask to the marketing copy you write.
What is inherently wrong with this premise is the focus is on you. Sure they (experts) talk about how your focus should be on your prospects (potential customers) and their needs. (more…)