Sales Consulting and Services
“We want CLOSERS” is something you often find in a job posting for a sales person. Everyone wants a “closer”, the sales person that can sell ice to Eskimos and do it in one call. OK, whether we like it or not, we should stipulate that there are some sales people who have developed a reputation as [...]
Have you ever tried to negotiate a signing bonus after you were hired? Similarly, have ever tried to renogitiate your stock option plan on your last day at a company? You likely already know that it is always easier to negotiate your exit terms when joining an organization vs. trying to do it when leaving. You have all [...]
The scene first played out in the silent movies, the damsel tied to the railroad is saved by the hero only seconds before the speeding train arrived. Maybe you remember the charge of the cavalry that save the lost patrol. We all love heroes and the greater the danger, the stronger they are. Unfortunately the [...]
How frustrating it must be – you have built the best product presentation in the world, the customer gave you an hour to present, and by golly you are going to use every minute of the meeting to hammer your points and take no prisoners. – yet the customer is cutting you off 10 minutes [...]
Think about the last car you bought. Absolutely you considered the logical elements such as price, the interest rate, the ongoing cost of ownership, insurance, etc. But, you also considered or were influenced by the emotional elements – things like how good you would look driving it, how it would make you feel, etc. Sometimes [...]
This one should be self evident, but it is amazing how many sales people are shy about asking for the order. If you have done the right work and have been aligned with the customers buying process, there should be boldness in your words asking for the order. Many sales people actually try asking for [...]
Wow, a large RFP shows up in the office and everyone gets excited. This could be the deal to make our total year. Well, don’t get your hopes up. Odds are very much stacked against you, the vendor that receives the unexpected RFP. The odds are stacked entirely in favor of the vendor who helped [...]
Most car buyers only have a simple understanding how it works and can only identify a small number of parts on the car. They often buy the car based simply on appearance and affordability. House buyers delegate the inspection to a hired professional, and primarily make a house decision today based on the location and [...]
