Sales Strategies

You can't compare apples to oranges.Pricing is one of the biggest issues facing all businesses, and yet, most people seem to get it wrong. They simply haven't got a clue how to set their prices. But the truth is that having the lowest price is not really an advantage and having the highest price is not really a disadvantage, because ...

As small-business owners, we worry about contacting people too often — but no one tells us how often is too often. Many salespeople think a good follow-up strategy is to e-mail or call someone a week or two after the initial contact and then maybe touch base occasionally over the next few months.If this is your follow-up strategy, whether with ...

For more than a decade I have had the opportunity to interact with thousands of salespeople and I have discovered a few myths to which many of them have fallen prey. Here are just a few: 1. Buyers are liars. I’m constantly amazed how many salespeople use this expression. Do people mislead salespeople? Absolutely. But this usually occurs when the ...

Are your clients mostly in one niche market, or are they across the board? You may find there are many benefits to targeting one marketplace and becoming its go-to consultant. A niche market is simply a narrowed target market. Developing a niche for your business takes some time, research and thought, but the results are worth it. Start by looking ...

Many businesses spend thousands of dollars branding everything they do to create a familiarity between their company and their prospects and customers and yet, sadly, miss the boat completely when it comes to their service. In the last week, I experienced each of the following: 1. A credit card company sent a replacement card — two months after the original ...