32 Fatal Negotiating Mistakes That Cost Salespeople Money
Most sales people are required to negotiate with their prospects and customers. But let's face it, today's consumer and corporate buyer is much more aggressive when negotiating the terms of a sale.
6 Steps To Finding Hidden Value In Your Client Base
Whether you have a retail business, a professional service business, you're a distributor or producer of products, or an owner of any other sort of business, you will appreciate that the fastest way to increase your revenue is to grow the value of your existing client base.
The Sale You Can't Close
We've all been there. After countless calls, meetings and an endless amount of work, you just can't get the customer to say "yes" and move forward.
Increasing Your Sales By Giving It Away
What makes you better than your competition? When you start giving away your services, your ideas, you will see your sales skyrocket.
Avoid Commodity Selling
The reality is, most salespeople tend to turn a very unique product or service into a commodity in the buyers mind. As a result, the sale ends up being a price war and much harder work than it need be.
Generating Ideas That Create New Value
What can businesses do to move forward in this economy? While there is much a business can do, one of the most important actions is to generate ideas that create new value.
How To Create More Demand During Hard Times
As businesses prepare for a downturn in demand, the corresponding upturn needed in activity and proactive sales action are often difficult to create. Managers and staff are of course capable of lifting their efforts, but people find it difficult to do more work if they are less than confident at ‘creating demand'.
Losing A Sale Is Never, Ever About Price Alone
If price was the main reason for losing a sale, it would be a lot easier to win by simply dropping it. The reality is, there are solutions customers will pay a premium for.
How To Revitalise Your Small Business Using Powerful, Low-Cost Marketing
Too many entrepreneurs, small business owners and sales professionals are wasting their time, money and efforts with traditional marketing practices. These practices are washed-up, worn-out and do not deliver profitable results. So what can you do today to make a difference tomorrow without breaking the bank?
What Do Clients Want?
In business-to-business transactions, clients are now looking for 'business people' who can sell.
Turn Selling Around
The heart of the new approach to selling is an intense focus on the prosperity of your customers. This is a radical departure from what most salespeople and selling organisations do.
Selling Isn't Rocket Science - It's Harder!
"The devil's in the detail," says an old proverb. And in the profits too. Much like rocket science, when it comes to making the sale, the littlest thing can mean success or disaster. Here are a few tips to help you find success.
Turning Uniqueness Into Sales
If you consistently display and deliver your uniqueness, whatever it may be, then that's what your reputation will become. You will stand out and you will become known for your unique quality.
Decrease Information Overload For Increased Sales
Information is vital for any business. Yes it is - but not all of it. What information, and how much of it, do we really need?
How And Why To Create A Value-Add Product
Why take your depth of knowledge for granted, when you can turn that information into products that add value to your clients? Here's how to create what can become a powerful marketing tool for your business.
Five Effective Negotiating Steps To Solution-Led Selling
Being an effective negotiator means overcoming two of your biggest challenges.
How To Create Compelling Value Propositions
To create ‘propositions' that will invite the market (and your sales team!) to sit up, take notice and take action involves a simple process - but one that is demanding and therefore rarely used.
Do You Suffer From Sameness Syndrome?
If we perceive two products to be identical, why would we buy the more expensive one? And the fact is, that many products are very similar to one another - either in perception or reality. So if you are going to avoid selling on price, you have to find an antidote to Sameness Syndrome.
Seven Steps To Value Acceleration
To achieve a sustainable competitive advantage for your business, that is value acceleration, you need to take these seven steps:
Selling A Higher Price In A B2B Environment
Even the most sales savvy among us have had to fight back the nerves that materialise whenever we are faced with telling a customer about a price increase.
An Attitude Of Service
I believe there are two attitudes when it comes to how a business interacts with the outside world - one of selling, and one of service. These attitudes colour the personality of the business and consequently how it is perceived by customers.
Give First, Receive Later
One definition of marketing is “to help people get what they want”.
Sell On Value And Reputation Not Price
What should I say when a prospect says they can't afford what I'm selling?
Smile, Solve And Sell
The sequence of smile, solve and sell are sometimes confused by staff trying to sell before they either smile or solve the customers problem/s. If you’re looking to build a relationship with a potential customer you had better figure out the sequence plus a whole lot more.
The Strategic Pathway
Customers are different — no longer can traditional marketing methods guarantee success for companies — they are wiser, more demanding and have different values. Learning has become the basis of sustaining competitive advantage — companies must learn from their customers and adapt to their priorities.
Respect Seems So Old Fashioned
Treating the customer with respect, and then leveraging that respect to do even more business, is the essence of effective relationship building. And the essence of effective marketing.
Developing A Unique Selling Proposition
The concept of a Unique Selling Proposition (USP) is obviously not new. But it is one that has stood the test of time and all organisations need to grapple with it.
How Do I Create Value - Beyond Value Add!
“So what’s new?” you may ask! For decades we have known that business is being won and lost on the perception of value.
The Perils Of Selling On Price
"If you sell by price, you will die by price." Most business people are familiar with this statement - yet time and again I am confronted by salespeople who justify their inability make a sale by using "price" as the issue. Used in this way, "price" is often an indication of the salesperson's lack of expertise or experience.