Your Dream Client Is a Generalist

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Your dream client may be an educated buyer. They may have purchased what you sell for decades, and they may have some real ideas about what they need. The fact that your dream client contact is a sophisticated and savvy buyer means you have to raise your game. Your dream client … [Read more...]

How Not to Sell Your Drill

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Your pitch might explain how your drill is different, the different results it produces and why you chose to design your drill the way you did. But it won’t be enough to sell your drill. How Your Drill Is Different Your drill might be faster than your competitor’s drill. It … [Read more...]

The Differences In Order Acquisition and Client Acquisition

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There is a difference in acquiring orders and acquiring a client. You can acquire orders and not have acquired the client (or customer, as the case may be). Many business-to-business sales organizations get this wrong, especially when they need orders. They follow a sales … [Read more...]

Episode 34 – How to Make People Love You with Jeb Blount

Jeb Blount is the CEO of Sales Gravy, but he spends most of his time on the road training really large sales organizations. I just picked up Jeb’s new book People Love You: The Real Secret to Delivering Legendary Customer Experiences (I’ll now buy and read all of his books). Jeb … [Read more...]

There Are No Deals

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You really aren’t looking for “a deal.” A “deal” means you gave dramatically less than was necessary to acquire what you really wanted. Products: Any product that is selling for less than it once sold for isn’t a bargain. The demand for--or the value of--that product has … [Read more...]

Why You Are Struggling With Price

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Your competitors sell at a lower price. It’s tough to win when your competitors are willing to give away what they should be selling. But there is nothing you can do about your competitors. If this is your struggle, one or more of the following four reasons is the root cause of … [Read more...]

Video: What Are Dream Clients?

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Transactional Selling to Avoid Conflicts Around Price

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The reason so many people want to be transactional and agree to a discount their price is that it eliminates one of the major areas of conflict in sales. If you agree to your prospective client’s price, then there is no conflict, you just say “yes” and you are off to the … [Read more...]

Don’t Let Them Change You

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There are many good reasons to turn down business that you could win. But the most important reason to turn down business is when taking it would mean unintentionally changing your business strategy. Some sales organizations end up changing their strategy to lowest price without … [Read more...]

Sell Your Higher Price From In Front

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. The last thing you want to do is to defend your pricing after it comes under … [Read more...]