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…)
What in the hell is B2B sales, you find people in sales using the term B2B sales to distinguish their style of sales from retail or corporate sales. It has almost become more of a cult-like language were you will find “B2B Sales Representatives” often using skills that akin to retail sales rep with the difference being a good retail sales rep. usually sales in a relaxed fashion where that B2B sales has become more arrogant or even holier than thou attitude that boards on being nauseating to most prospects. (more…)
You get a call from a new prospect who wants to meet with you and discuss your solution. He gives you a 30 minute time-slot four days from now. Unfortunately, you didn’t take the time to ask this new prospect any questions during your brief telephone conversation and now you’re concerned because thirty minutes isn’t much time to fully explore his situation AND present your solution. (more…)
Debt tends to be something that many people get into very easily, so they eventually look for a good debt solution to relieve the monetary stress they have caused for themselves. Unfortunately, credit card debt is much easier to get into than out of since getting into debt usually means spending money we dont have and getting out of debt means spending the money we do have. (more…)