If you’re a new business, or just newly hired, you must pay your dues. Even with many years of experience in your industry, your customers want to know that you have a proven track record as a business owner and/or independent consultant.
Do you have “happy” customers? You know what I mean; the ones who are loyal and continue to buy from you time and time again? Why not leverage the success of those customer relationships to gain new customers to further develop your business? Your satisfied customers are the most powerful and...more >>
Contrary to popular belief, the secret to successful sales isn’t necessarily the “close.” While asking for the business is an important step, sales is a process that requires careful strategic planning - as well as a succinct tactical approach.
Anticipate the objection - Handle the objection - Ask for the appointment
- The “Aha! Formula” works every time for securing qualified appointments with
decision-makers. It sounds simple, and it is. But so often we’re intimidated by
the word “No,” so rather than handle the...more >>
Anytime you hear an objection to your proposal based on price, you haven’t
clearly defined the value of your solution. When true value is perceived by your
client or prospect, price becomes a non-issue. However, when true value is not
perceived by either your client or prospect, price...more >>