Tag: #sales

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 […]

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 […]

Celebrate your wins!

Selling 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 is important.  Here is some perspective… Selling tests you in many ways Figuring out how best to approach your customer can be complex.  […]

Deals getting close but not closing?

You 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 the deal is stuck.  How do you proceed?  How do you get the deal moving again and closed? What is the customer saying? […]

How your client’s company culture impacts your selling effort

Particularly 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 Performing Culture he stated…”your client’s culture can directly impact your selling effort”.  Some thoughts on how to be more informed and decide on […]

Learning when you lose a deal?

We all have lost deals.  Some were a surprise (some not).  It happens even when you have done a great job planning, paying attention to detail and delivered a well-structured proposal.  You know the frustration you feel from these situations…I am familiar.  How do you get some clarity from the experience and, more importantly, some […]

Distractions in the way of selling?

Managing distractions is not easy whether you are trying to get more comfortable selling or a veteran.  If selling is not your favorite thing to do, it is even tougher.  You likely know you need to reach out to new/existing/previous clients and partners — your business depends on it.  Ideas on how to ensure your […]