https://marckitz.com/Sales coaching articles by Marc Kitzhttps://marckitz.com/2026/04/handling-objections-price-is-too-high-2/https://marckitz.com/2026/04/handling-objections-price-is-too-high-2/Tue, 28 Apr 2026 15:49:32 +0000Please do not immediately lower your price…when you get this objection an opportunity has been created for you to better understand the client’s perspective. An approach to learning about why you got…https://marckitz.com/2026/03/who-is-your-competition/https://marckitz.com/2026/03/who-is-your-competition/Wed, 04 Mar 2026 14:26:03 +0000Competitors can come in all shapes and sizes. Large opportunities you pursue may attract a variety of competitors and a larger number of them than you are used to seeing. Some ways…https://marckitz.com/2026/01/deals-getting-close-not-closing/https://marckitz.com/2026/01/deals-getting-close-not-closing/Fri, 16 Jan 2026 11:56:43 +0000The client is seeing value in your solution, maybe they have mentioned they “would like to partner”…but they have some reason they want to wait…so you feel like the deal is stuck.…https://marckitz.com/2025/06/emailing-proposals-walking-clients-thru-proposals/https://marckitz.com/2025/06/emailing-proposals-walking-clients-thru-proposals/Wed, 18 Jun 2025 12:28:50 +0000Most people in selling roles have wrestled with this question. One approach does not fit all situations. Some ideas that can help you decide how to proceed… Key Factors There are many…https://marckitz.com/2024/12/build-client-relationships-near-the-holidays/https://marckitz.com/2024/12/build-client-relationships-near-the-holidays/Tue, 17 Dec 2024 12:34:46 +0000Key contacts at your prospects/clients are naturally changing their mindset toward friends and family as we approach the holidays. What happens? These contacts can become more open and friendly Your competition may…https://marckitz.com/2024/08/when-to-present-pricing/https://marckitz.com/2024/08/when-to-present-pricing/Fri, 23 Aug 2024 12:03:55 +0000Clients push for pricing because that is their basis of comparison. Have you presented pricing too early and regretted it? Here is a process that will help best position what you are…https://marckitz.com/2024/06/customer-delays-decision-now-what/https://marckitz.com/2024/06/customer-delays-decision-now-what/Fri, 14 Jun 2024 15:45:03 +0000Most of the time (maybe not in all cases) you do NOT want to completely stop your pursuit and try to reconnect with the customer closer to their decision timeframe...this approach will…https://marckitz.com/2024/04/handling-objections-we-have-a-similar-solution/https://marckitz.com/2024/04/handling-objections-we-have-a-similar-solution/Thu, 18 Apr 2024 18:50:57 +0000What does it really mean when you hear this objection? Customer does not have time to talk? You may not have prepared well enough for the call by doing homework or getting…https://marckitz.com/2024/02/get-customers-to-commit-to-a-next-step-2/https://marckitz.com/2024/02/get-customers-to-commit-to-a-next-step-2/Thu, 01 Feb 2024 15:29:59 +0000How many meetings with customers have you left where there was no agreement on the next call or meeting date? How often after meetings are you saying “I wish I had asked…https://marckitz.com/2023/12/before-hiring-your-1st-sales-rep/https://marckitz.com/2023/12/before-hiring-your-1st-sales-rep/Tue, 12 Dec 2023 12:14:23 +0000If selling is new and/or uncomfortable for you, immediately hiring a sales rep may not be the right move for your company. Many CEOs/Founders of small companies have hired sales reps that…https://marckitz.com/2023/11/dealing-with-a-gatekeeper/https://marckitz.com/2023/11/dealing-with-a-gatekeeper/Fri, 17 Nov 2023 11:12:03 +0000Sometimes client contacts are reluctant to help. Before you write them off as a gatekeeper, consider that there are varying ways in which client contacts may be comfortable helping. How to start…https://marckitz.com/2023/10/building-relationships-post-sale/https://marckitz.com/2023/10/building-relationships-post-sale/Mon, 23 Oct 2023 10:28:22 +0000Assuming you have sales goals you are focused on, it is easy to find yourself racing to the next opportunity once a deal is closed. The shortest path to new business is…https://marckitz.com/2023/09/clients-delaying-scheduling-meetings/https://marckitz.com/2023/09/clients-delaying-scheduling-meetings/Thu, 21 Sep 2023 13:57:28 +0000I wish there were quick and easy answers on this topic. Suggestions you might find on the internet to, for example, offer a time limit on special pricing (and other similar tactics)…https://marckitz.com/2023/08/how-a-pipeline-helps-you-sell-more/https://marckitz.com/2023/08/how-a-pipeline-helps-you-sell-more/Tue, 08 Aug 2023 11:58:08 +0000Why is having a pipeline to track opportunities important? You are likely juggling priorities, making selling one of many responsibilities. This could help make the most of the time you invest in…https://marckitz.com/2023/07/turning-pilots-into-revenue/https://marckitz.com/2023/07/turning-pilots-into-revenue/Thu, 20 Jul 2023 12:57:39 +0000It is relatively easy to start a “pilot” with a prospective client…particularly if it is at no charge. The common challenge…how to get the client to start paying. Some thoughts on how…https://marckitz.com/2023/06/sales-stalled-how-to-create-a-sense-of-urgency/https://marckitz.com/2023/06/sales-stalled-how-to-create-a-sense-of-urgency/Thu, 29 Jun 2023 12:22:13 +0000I wish there were quick and easy answers on this topic. Suggestions you might find on the internet to, for example, offer a time limit on special pricing (and other similar tactics)…https://marckitz.com/2023/05/pursuing-business-previously-lost/https://marckitz.com/2023/05/pursuing-business-previously-lost/Tue, 09 May 2023 10:06:34 +0000What opportunities almost closed in the past 1 – 2 years? Excited to try again? Business you lost can be a good source of potential opportunities. Listen and learn before you proceed...…https://marckitz.com/2023/03/handling-objections-price-is-too-high/https://marckitz.com/2023/03/handling-objections-price-is-too-high/Tue, 14 Mar 2023 15:25:20 +0000Please do not immediately lower your price…when you get this objection an opportunity has been created for you to better understand the client’s perspective. An approach to learning about why you got…https://marckitz.com/2023/03/follow-up-meetings-challenging-to-get/https://marckitz.com/2023/03/follow-up-meetings-challenging-to-get/Tue, 14 Mar 2023 15:14:49 +0000Does the following sound familiar regarding a potential client… Got the first meeting Had good conversation Time flies by during the conversation End of the meeting arrives and the client has to…https://marckitz.com/2023/03/starting-a-conversation-with-a-new-client-contact/https://marckitz.com/2023/03/starting-a-conversation-with-a-new-client-contact/Tue, 14 Mar 2023 15:02:48 +0000If you are new to selling, how to start a conversation with a new client contact can be uncomfortable. Many in this situation will tend to start talking about what they offer…https://marckitz.com/2023/03/quality-or-quantity-of-sales-calls/https://marckitz.com/2023/03/quality-or-quantity-of-sales-calls/Tue, 14 Mar 2023 14:36:47 +0000When you are contacting prospective customers or partners, your goal is…of course, to find those that are interested in the solutions you offer. Customers get tons of calls, emails, notes on social…https://marckitz.com/2023/02/video-orchestrating-a-successful-follow-up-meeting/https://marckitz.com/2023/02/video-orchestrating-a-successful-follow-up-meeting/Fri, 03 Feb 2023 11:02:25 +0000I recently worked with Prepare 4 VC to share some ideas with their community on this topic. Here is an overview and the video...READ BELOW and WATCH! Overview You provided a demo…https://marckitz.com/2022/10/clients-picking-apart-your-pricing/https://marckitz.com/2022/10/clients-picking-apart-your-pricing/Wed, 26 Oct 2022 13:51:11 +0000Clients will frequently want to know about pricing as early as possible. How you present your pricing can directly impact the rest of the conversation with the client. How to eliminate getting…https://marckitz.com/2022/09/grow-your-pipeline-rapidly-connect-with-partners/https://marckitz.com/2022/09/grow-your-pipeline-rapidly-connect-with-partners/Tue, 27 Sep 2022 11:25:37 +0000Have you been grinding away at trying to grow your pipeline? Taking a look at where you are trying to find opportunities can sometimes give your effort a boost. Is most of…https://marckitz.com/2022/08/qualify-and-educate-clients-at-the-same-time/https://marckitz.com/2022/08/qualify-and-educate-clients-at-the-same-time/Wed, 03 Aug 2022 10:45:15 +0000Qualifying a new potential client can be challenging. Consider they may not know or trust you...yet. Using a summary of solutions you offer to support a conversation, can be a great way…https://marckitz.com/2022/06/why-invest-time-supporting-others/https://marckitz.com/2022/06/why-invest-time-supporting-others/Wed, 29 Jun 2022 10:48:20 +0000While you surely focus most of your time on your clients and partners, helping others without expecting something in return can be highly valuable. Ted Pizzo, Senior Vice President – Lockton Companies…https://marckitz.com/2022/06/why-double-your-effort-this-summer/https://marckitz.com/2022/06/why-double-your-effort-this-summer/Wed, 15 Jun 2022 09:44:45 +0000During a normal year people are on vacation for some portion of the summer, including your competition. This year, as you would expect, may have more people looking to take a break.…https://marckitz.com/2022/04/celebrate-your-wins/https://marckitz.com/2022/04/celebrate-your-wins/Wed, 20 Apr 2022 11:09:43 +0000Selling can be hard work. Sales cycles to organizations small and large can take months. In order to energize your pursuit of the “next deal(s)”, taking some time to celebrate your accomplishment…https://marckitz.com/2022/03/deals-getting-close-but-not-closing/https://marckitz.com/2022/03/deals-getting-close-but-not-closing/Thu, 31 Mar 2022 00:17:32 +0000You have made progress in the customer seeing value in your solution, maybe they have mentioned they “would like to partner”…but they have some reason they want to wait…so you feel like…https://marckitz.com/2022/03/how-your-clients-company-culture-impacts-your-selling-effort/https://marckitz.com/2022/03/how-your-clients-company-culture-impacts-your-selling-effort/Tue, 01 Mar 2022 10:33:22 +0000Particularly if you are pursuing opportunities that involve multiple contacts at your client, it will be critical to pay attention to company culture. In talking with Al Curnow – Vice President, High…