Please 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 this objection and how you might respond… Price is high compared to ? Price is always relative…meaning, what are they comparing your price […]
Follow up meetings challenging to get?
Does the following sound familiar regarding a potential client… Two things you can do to help schedule follow up meetings… #1 – Send and leverage an agenda This may sound way too obvious, however, I can tell you I have become caught up in excitement for a meeting and forgotten to do this. Several days […]
Starting a conversation with a new client contact
If 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 because it is what they know. Selling is 80% listening and learning…some thoughts on how this can be easier for you. Build Rapport […]
Quality or quantity of sales calls?
When 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 media…and ignore most, if not all. Making a ton of calls and getting ignored sounds tiring and not very rewarding. How to approach […]
Video – Orchestrating a successful follow-up meeting
I 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 for a potential client, and they have agreed to a follow up meeting. Goals for the follow up meeting should be: Now what? […]
Clients picking apart your pricing?
Clients 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 picked apart by clients… Stay away from line item pricing Line item pricing enables the client to question every line. This puts you […]
Grow your pipeline rapidly – Connect with partners!
Have 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 your effort directly with customers? How about looking at partners that you collaborate or co-exist with in your customers? Be a collector of […]
Qualify (and educate) clients at the same time!
Qualifying 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 to help you learn more about the client’s interests (information you want early in the process!). Educate and qualify at the same time […]
Why invest time supporting others
While 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 does an incredible job providing value for many in this way. More about Ted’s approach and how investing some of your time may […]
Why double your effort this summer
During 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. The translation could be MORE opportunities for your business…why? Competitors may assume customers are on vacation Many sales reps assume that customers are […]