There is one group of prospects you must avoid. There is nothing you can do for them or with them, and your time is better spent somewhere else. Those non-prospects are people who do not derive what you do as being valuable.
Perceptions of value…
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You may believe that one of the primary challenges you have when selling is your higher price. Because you invariably get questions around your higher price, and because you are continually compared with your lower-priced competitors, it's easy to…
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Buyers are going to ask you about your price.
Sometimes they will ask you about your price before they will even agree to a meeting. Sometimes they will ask you about your price during your needs analysis. They are absolutely going to ask you…
Continue ReadingI have written here about salespeople in name only, those who want to sell without selling, those who don’t want to sound like a salesperson, those who wish to be trusted advisors (even when that means that they cannot ask for commitments), and…
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