Sellers often get caught selling on price, and it is usually them who put price on the table not the buyer.
They should be focusing on the real factors that impact the decision, and price is usually not at or neat the top of the list.
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WillFultz voted on the following stories on BizSugar
How Important Is Price? _ The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5412 days ago
Made Hot by: on June 24, 2009 8:01 pm
Coaching Mistake #3 Laundry List Coaching
Posted by starresults under ManagementFrom http://www.starresults.com 5413 days ago
Made Hot by: CindyKing on June 24, 2009 1:25 am
Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of mistakes. This is the 3rd in a series of coaching pitfalls that mangers s
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Don't Fight Your List - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5413 days ago
Made Hot by: on June 23, 2009 3:50 pm
Once you have a process for qualifying leads, and you have a list that has gone through the process, don't rethink, follow through and engage.
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Are You Who You Say You Are? Time for a Reality Check
Posted by SkipAnderson under SalesFrom http://blog.sellingtoconsumers.com 5414 days ago
Made Hot by: patm on June 23, 2009 11:29 pm
2009 I almost half over. Isn't it time you take a realistic look at you?
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A Random Walk Up Sales Street
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5414 days ago
Made Hot by: shanegibson on June 23, 2009 3:39 pm
A weekly round of observation, stumbles and bumps while strolling up both side of Sales Street.
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How to Get More Referrals Using Offers
Posted by ianbrodie under SalesFrom http://www.ianbrodie.com 5416 days ago
Made Hot by: on June 21, 2009 12:22 pm
One of the biggest challenges I find clients have when trying to get more referrals is that their referrers (the people they've asked to introduce them to someone) struggle to make the introduction sound attractive to the potential client.
By developing offers which your referrers can make to their clients, you change the relationship from doin
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Now Is A Good Time - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5416 days ago
Rather than trying topick the time, try to make the call.
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How to Engage Your Customer (If You're Halle Berry or George Clooney)
Posted by SkipAnderson under SalesFrom http://blog.sellingtoconsumers.com 5417 days ago
Okay, so you're probably not Halle or George, so what to to do now?
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Ditch Your Pitch
Posted by SkipAnderson under SalesFrom http://www.salesbloggers.com 5417 days ago
Made Hot by: on June 21, 2009 12:26 pm
Do you want to sell like Billy Mays? Dear God, I hope not.
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The Pitch - Sales Bloggers Union
Posted by SellBetter under SalesFrom http://www.salesbloggers.com 5417 days ago
Pitching great for baseball and carnivals, but not in non-transactional selling
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