Price is Never the Main Issue
Here’s my Sales Thought for the Week… Price is (almost) never the main reason why people don’t buy. When someone doesn’t buy, it’s either because your stuff didn’t solve a problem or because the...
Read MoreMonth: October 2008
What to Do About All The Negative News
You might be getting a lot of negative news right now. If you are, you need to start tuning it out. And if you have tuned it out already, then congratulations. I had to turn it all off earlier this week. I am/used to be one of...
Read MoreClose 70-90% of Your Sales with Time Off For Golf
Do you know what the difference is between closing 70-90% of your deals (with time off for golf on Fridays) and working your arse off to close 10-20% of your deals? A few days ago, I got the following question: Hey Shamus, we...
Read MoreProving Your Sales Claims
How many customer success stories are you using in your selling? Are you using any at all? Do you have specific details about the problems they faced before they bought your stuff and results they got after they bought your...
Read MoreBreaking Your Sales Prospect’s Fear Induced Paralysis
More scary stuff in the business world yesterday. The market at one point was down over 800 points yesterday, AFTER this wonderful government rescue… err bailout… err banking socialism package passed last Friday....
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