You’ve been there. They love the product. They like you. The price is right. But still they won’t commit. You start to get paranoid. Is it me? What am I doing wrong? Why won’t they just say yes? You question your sales skills and so on. And yes, sometimes it goes the other way too. ...
I’m often asked “In selling, how do I justify my pricing strategy to my customers? How can I make them see that my product/service is worth the money?” There are two parts to this. I’ll cover how to overcome price objections later, but first an important reminder: before you can tackle any price objections from ...
Seven questions that will change your life Problems. Issues. Stuff. You could be forgiven for thinking today’s business environment is full of all of these. Big ones, small ones. Old ones. new ones. And your sole aim in life seems to be to reduce their number, and reassure yourself that someday, when all these problems ...
The story goes like this…elite golfer Gary Player was at the height of his playing prowess and pulled off another brilliant shot in what was an extremely impressive round of gold even by his standards. A sports reporter suggests to the golfer how lucky that shot was, to which Gary Player replied …”funny you should ...
Having the skills to sell isn’t enough. Applying the skills in a way that achieves results is what’s most important. Remember T-F-A-R …your thoughts influence your feelings, which influence your actions and thus your results. It’s clear then that how you think impacts directly on your results. And that means that no amount of sales ...
When your selling, it’s really easy to talk about you, your company and how good your products and services are. Yet to do so is usually a mistake. This approach will rarely work. Yes, there will be a stage during the sales process when you’ll need to talk about how you can help your potential ...
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