The Sales Blog
Many of your prospects believe you are supposed to be transactional. Especially when it comes to your price. Globalization has made the entire world our competitors, including places with lower labor costs and every bit as much intellectual power. The Internet has … [Read more...]
Have you ever been faced with a problem and, in an attempt to solve it, shared ideas only to have your ideas shot down by everyone in the room? Have you ever left a meeting where nothing was decided because every idea presented was immediately dismissed as wrong, too difficult, … [Read more...]
You can’t win if you have already lost in your mind. Nothing has a greater impact on your results than what you believe. Your results are a reflection of your beliefs. Holding the belief that your competitors are stronger than you will cause you to lose to those competitors. … [Read more...]
If you don’t follow the recipe, things don’t turn out like they should. This is especially true if the recipe is your business model. Most of us don’t sell the lowest price. We also don’t sell the best product, either. We sell the best total solution, the combination that … [Read more...]
One of the keys to prospecting effectively is having a differentiated, compelling idea. You get in because you have some way that you can help your prospective client with some new or better outcome. It’s your ideas that make you worth meeting with (and it’s your lack of … [Read more...]
Leaving A Trail of Negativity Behind You