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What to do when a prospect asks for a discount

What to do when a prospect asks for a discount

A discount can speed up sales that have stalled, it can create goodwill, and it can provide an opportunity for requesting concessions. But…. discounts need to be treated with caution. Promising your prospect a discount any real negotiation can have three...
Breaking up is hard to do

Breaking up is hard to do

We’ve all encountered them…… those prospective customers who seemed genuinely interested in what we’re offering, they’ve requested a quotation and then….. nothing! They don’t respond to your quotation, they don’t answer emails, they don’t take or return your calls....
Your Mum Was Wrong!

Your Mum Was Wrong!

When I was little, my Mum taught me some really important life lessons. Some of these lessons kept me me safe, some helped me avoid getting into trouble at school, some stopped me embarrassing my parents in company. This was all a very, very, very long time ago, but I...
What Buyers Expect From Sales People

What Buyers Expect From Sales People

Understanding how potential buyers work is crucial to being an effective sales person. The days of simply cold calling from a purchased data list or (for those of “a certain age”) the Yellow Pages are long gone. Modern sales people need to be smarter, better educated...
4 Keys to Asking Better Questions

4 Keys to Asking Better Questions

Every successful sales person understands that asking the right questions is critical to making a sale, and yet, many of us don’t ask enough questions, and consequently miss potential sales opportunities, form strong relationships and excel as a sales person. Asking...