What is Your Customer's Price Tolerance Ratio?
Every customer has a price range where they are willing to make a decision without any further thinking. I refer to this as the Price Tolerance Ratio – also known as the PTR. Knowing your customer's...
View ArticleWhat did you learn from the last sale you lost?
My mom always used to tell me how we learn more in life from our failures than we do from our successes, yet for too many of us in sales this concept doesn't seem to sink in. I've lost plenty of sales...
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Your Prospects Aren't In Pain
When I hear sellers say that buyers have 'pain' I ask how long it would take them to get to the hospital with a broken arm. "Immediately." Why? Because they're in pain. But buyers don't buy 'Read More...
View ArticleDon’t Let the Economy Impact Sales Numbers
While the economy may still be trying to turn the corner, salespeople still have to go about their jobs day in and day out trying to sell their company’s products. With that being the case, there are...
View ArticleWho’s in the meeting – and who’s not?
So many sales folks are targeting ‘appointments’ these days. I wonder if you know who actually is in attendance. And who isn’t but should be.As you enter your meeting, do you knowwhat percent of the...
View ArticleA Powerful Sales Technique Courtesy of Honest Abe
If you ask any historian to name the greatest leaders in western civilization, there's a good chance the 16th president of the United States will make the list. He willed his country to victory in the...
View Article6 Do's and Don'ts of Using an iPad on a Sales Call
So you now own an iPad or other type of tablet and you're wondering if you should use it on a sales call. Here are 6 quick rules to consider: 1. Don't use it just because you have one. Who really...
View Article"My Job is to Start a Conversation"
I recently contacted a man who runs a marketing automation company, thinking there might be areas of potential partnership. And while he agreed with my ideas about helping manage the buying decision...
View ArticleWhen Do Buyers Buy?
Your prospects need your solution. Desperately. But they are stalling. And it makes no sense.But are they stalling? Are they really ignoring their needs, working with sub-optimal functionality, for a...
View ArticleForecasting closed sales: how you will know when a buyer will close
As a sales manager, do you forecast sales that will close when your sales folks tell you they’ll close?As a sales professional, do you forecast which sales will close when your contact tells you...
View ArticleSolution Selection: do we know how buyers choose one solution over another?
Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two. They talk about implementation and how they need to add your other...
View Article9 Easy Ways to Get Your Brand Recognized
To get clients, you either reach out to them directly, or have them find you. Here are a few ways to help clients find you.BLOGS ‘Everyone’ has a blog. So simple to set up. So simple to maintain. Use a...
View ArticleDoes the sales model do what we need it to do?
This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival.Sales has been around since the Serpent convinced Eve to eat the apple....
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A Buying Decision is a Change Management Problem
The sales model focuses on needs assessment and solution placement. Buying is a change management activity. Read More...
View ArticleMarketing Automation can Facilitate the Entire Buying Decision Path
In order to sell more when using marketing automation technology, we need to enter the buyer’s decision path far earlier. But because marketing automation uses the sales model as its core thinking, and...
View ArticleDo You Really Understand How Your Buyers Buy?
For decades, salespeople scrunched their faces when I mentioned “how buyers buy”. I heard comments like: “I know what they need.” or “I understand exactly how they buy: price, price, price.”But sellers...
View ArticleDon’t make your issue the customer’s problem
I use the USPO to pick up items people buy from my on-line store. It’s a simple process: I push a few buttons, and the package is scheduled to be picked up at my front door in about 3 minutes or...
View Article12 Dirty Little Secrets: Why Buyers Don’t Buy
Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price. What’s going on?Here are the ‘Dirty Little Secrets’ of why buyers don’t buy, taken...
View ArticleWhat is a seller’s priority?
As a seller, what’s your job? Are you working to close a sale? Feed your family? Continue living in the style you’re accustomed to? Be the best? Make a name for yourself? Keep your job? Meet your...
View ArticleSelling with Integrity
What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?I”d like...
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