Tag: #salescoaching

Handling Objections – Price is too high

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 […]

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 […]

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 […]