Here’s my Sales Thought for the Week… What do you do when your customers can get the same product that you sell from your competition at a lower price? Sell the value of a superior relationship and demonstrate it by...
Read MoreA couple of days ago when I wrote about sales rejection, I wrote… Dump fast and first and you will increase your sales. This is true. A few people wrote in to share with me that they have closed sales 2 or 3 years after...
Read MoreLots of people want to sell solutions instead of products. The trick is to actually have your prospect agree that he is being sold a solution, and not just a product. The essential difference between selling a solution and...
Read MoreSelling is really a series of small, instantaneous, emotional moments. Important emotional moments where the prospect “buys” something about you and what you are selling. Those moments may come in the middle of a...
Read MoreThis is a true story. Matthew Geiger, a Financial Planner in New York wrote me to tell his story a few days ago. Matthew did the work. And he got results. Fast. Here’s his email to me… This is Matt Geiger, I...
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