Why choose You – Sales Call

Why Choose You? By Bill Farquaharson Take time to contemplate why people are buying from you—or why they're not. Why do people buy from you? I would guess that you don't spend a lot of time thinking about the answer to this question. You are too busy trying to sell...

The Ten Commandments of Prospecting

The Ten Commandments of Prospecting   1.  Make an appointment with yourself for one hour each day to prospect. Prospecting, like anything else, requires discipline. Prospecting can always be put off until a later day when the circumstances will be better. I can...

THE SALES BIBLE

THE SALES BIBLE   The Ultimate Sales Resource This single volume contains the information you need to convert… Leads into appointments! Presentations into sales! Sales into customers for life!   Oh, no!...not voice mail-AHHHHHHHHH!!!   Press one…if you want...

TEC – Value Added Selling – Chuck Reaves

T E C An International Organization of CEOs Resource Presentation Summary Value Added Selling Chuck Reaves Price Is Never The Reason   No single customer in recorded history has said “your price is too high” and really meant it.   When customers say your price is...

TEC – Using Pricing as a Strategic Tool – Eric G. Mitchell

Using Pricing as a Strategic Tool Eric G. Mitchell   THE PRICING PROCESS   The following five factors should be considered when establishing a pricing strategy:   COMPETITION:    Who is your competition? How many competitors do you have? The number of...

TEC – Profits through Sales Distribution Design – Jim Bleech

The “E” Predicament: Profits through Sales Distribution Design   THREE-LEVEL COMMODITIZATION Most product and services start out as a solution, but over time they all move to a commodity. Personal computers are a perfect example. In the early ‘90s, they cost...

TEC – Overcoming Resistance to Change – Jerald M. Jellison

Overcoming Resistance to Change Jerald M. Jellison, PH.D.   INTRODUCTION   When you have politely asked someone to do something for you more than once but you don’t get the behavior you want, you have encountered resistance to change. In each case you give the...

TEC – Managing For Results – John McNeil

Managing For Results John McNeil   INTRODUCTION   The single, most effective motivator of individuals in organizations is clear objectives. This fact has been known since Roman times, but it continues to be overlooked throughout the history of man. If people...

TEC – Managing Change Part 1 – Peter Schutz

Managing Change Part 1: The Porsche Story Getting Things Done! Peter Schutz   INTRODUCTION   Management has three major components: people, process, and structure. Success does not consist of finding and hiring a group of superstars and turning them loose....

TEC – Let’s Get Results, Not Excuses – Jim Bleech

Let’s Get Results, Not Excuses Jim Bleech   TIME-EFFICIENT ECONOMIES   A product life cycle has four stages: Duplication: You are the only one with the product. The big challenge is to meet demands and get your product out the door as fast as you can....

Buyers fight you on price, try these 7 techniques

VALUE ADDED SELLING 21 Business 2 Publishing Business intelligence for 21st-century sales professionals. by Roy Alexander and Charles Roth Most people agree the best way to avoid being beaten down on price is to keep your customer's eyes fixed on the superior value...