Powerful Sales Strategy
An excerpt from Sell Different! by Lee B. Salz After a lengthy new client acquisition process, the time has come to submit a proposal including pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution. Proud of your accomplishment, you present the proposal to your prospect. Skipping the “About Your Company” and “Your Solution” sections, she…
Read MoreNot long ago I was speaking at a national sales meeting for a large regional distributor. The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor. At the coffee break, we struck up a conversation. “Three years ago, I was the regional vice-president of sales for my company,” he told…
Read MoreWe are all familiar with the Pareto principle, which, when applied to the world of sales, says that 80% of the business comes from 20% of the customers. As a general rule, that 80/20 rule is accurate in lots of different situations. Whenever there is a large group producing something, 20% of the people produce 80% of the results. The “Five Percent Principle” states that five percent of the people produce 50% of the outcome. Podcast: PWSM-100
Read MoreEvery industry has an 800-pound gorilla, but that does not mean you cannot effectively compete against them and grow your business.
Read MoreIf you are going to catapult your sales performance to higher levels, focusing on effectively handling objections will take you part of the way.
Read MoreThe biggest issue in the minds of your customers and prospects is not price, and it’s not value – it is risk. Here are four strategies to lower the risk.
Read MoreSales presentation coming up? Here are some ideas to separate yourself and your product from the competition and powerfully communicate to the customer.
Read MoreTo stop or change the conversation, you have to interrupt or redirect the thoughts. And, the most powerful tool to do that is a good question.
Read MoreWhy do many salespeople bail out when a prospect says that the sale is not going to happen? By changing the script, you could turn a “no” into a “Let’s work on it.”
Read MoreIn sales we must often decide where to go, who to call, what to do. The quality of this decision, more than anything, dictates the quality of our sales results.
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