Discounting is not a strategy Many of my clients tell me they discount regularly in order to close deals. Here’s how often I discount: NEVER. When I tell you my fee, that’s my fee. Selling on price is a poor […]
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Focus On Features?
Struggling to close more deals? Having a hard time hitting your numbers? Here’s a tip I’ve shared with countless salespeople over the years: Stop selling features and start selling outcomes. In 50 years of working with salespeople (selling, managing, coaching, […]
SHUT UP!!!
Want to close more deals? Master the pause. Silence can actually be your best friend when selling. After you present your solution, stop talking. Let the prospect fill the silence. After you ask ANY question, stop talking. Most reps panic […]
Concerned About the Economy???
A LOT of people are anxious…concerned about the economy, inflation, tariffs, stock market, etc. Here’s my advice for salespeople: PAY NO ATTENTION TO ANY OF THAT NOISE If you love and support what our president is doing that’s great. You’re […]