This question comes from a young, sales rock star in the heart of the Midwest. She writes: “What is the appropriate way to apply deadlines in a pricing situation?” This question is about how to create urgency on the part of the buyer, and it’s an important question. Here … [Read more...]

Yesterday’s post (You Will Die By That Same Sword) elicited a number of responses (pricing and cold calling posts always do). One comment (a tweet, actually) suggested that price is the only thing that you can sell. Whoa! I know pricing isn’t easy. Buyers have more … [Read more...]

The salesperson asks their prospective client, “What would it take for me to get all of your business?” The prospective client replies, “I don’t really have a relationship with anyone at my suppliers anymore. You’d have to beat my existing rate.” Then the … [Read more...]

One of the primary attributes of successful people is that they take initiative. They don’t wait to be told what to do. They don’t wait for someone to ask them to do something. And when they want something, they pay for it in advance by doing the work that ensures that … [Read more...]

The question on LinkedIn inquired, “What are your thoughts on saying the price before or after you present the value?” The question presents us with a false dichotomy, a choice of one of two answers. The real answer as to whether price comes before or after you present the … [Read more...]

In too many organizations there is too little communication about the big issues that prevent them from taking their game to a higher level. The sales organizations inside these organizations can be a little soft here, too. There are some areas where, if communication around the … [Read more...]

Their are threats to your opportunities. Some threats are internal threats and within your control. Other threats are external. All have to be considered. Looking at your opportunities to understand where you are vulnerable provides you with a chance to do something about … [Read more...]

Sometimes you can’t give your dream client what they want. Sometimes they want an outcome that requires that your price is simply going to be higher than your competitors. The outcome is also going to be greater than your competitors; that is what they are paying more to … [Read more...]

It’s true you need business acumen. It’s also true you need a deep understanding of how you help your clients. This doesn’t require that you know everything. When You Don't Know, Say “I Don’t Know” The inability to say the three little words “I don’t know” … [Read more...]

It may feel as if your dream client’s demands are unreasonable. It may seem that what they ask from you is an indication that you are not trusted. You can sense their skepticism towards your solution and the claims you make. This has very little to do with you personally. You … [Read more...]