This month I want to share a success from a friend and customer of mine. You’ll find in this story two important sales tactics for beating your competition.
From Chris Chalmers of Quova Inc:
“We sell a commodity product (geographic data) that is available from a variety of competitors and public sources. Recently, we lost a major [...]
This week’s article is my response to a question by David Cohen of Bridge-Soft.
“Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. How do you approach the sales cycle where the cost of the product is relatively high and the sales cycle [...]
As you are reading this sales article, read very carefully. Because I wouldn’t want you to think of a pig right now. No, do not think of a fat, brown, smelly pig right this moment. What are you doing? Do you have a picture of a smelly, fat, brown pig in your head right now? [...]
I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he couldn’t get them to do what he [...]
I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them.
In the company’s ten year history of selling into Latin America it had never exceeded $14 million (M) in annual sales. The Argentina office itself [...]
These 4 marketing myths can cause you to lose sales if you base your marketing decisions on them. But the related marketing tips I included with each myth will boost your sales if you act on them instead.
Myth 1:
People Always Buy Where They Get the Cheapest Price
If this was true, only businesses that charge cheap [...]
In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option.
If your business is home-based or has been in operation for less than two years, you’re likely to face objections from the bank.
If yours is a home-based or a brand-new company, be sure to meet with the [...]
Many people today simply prefer the convenience of paying by credit card. If you want their business, you must be able to accept their credit-card payments.
In part one of this series we will discuss why you should accept credit cards, and the basics of getting merchant status. Part two will deal with objections you might [...]
Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or three days pass and the [...]
Your sales are down and leads are rare. The phone’s not ringing. Let’s blame marketing!
If you join this band wagon to rationalize your poor sales results, you need to step up and take responsibility for your own fate. It’s amazing how often sales teams play the victim here. They blame the marketing department, team or [...]