by Gerry | Dec 9, 2021 | Closing Sales
At some point, most selling conversations with qualified prospects lead to the inevitable question: How much? But answering this question too early in the relationship will cost you sales. So, what is the best way to deal with the pricing question? You could simply...
by Gerry | Jul 8, 2021 | Selling Mindset, Selling Strategies, Selling Tips
Successful selling starts BEFORE you ever enter into a selling conversation with your prospect Your first step is crafting the structure of your selling conversation. That means thinking through how you plan to diagnose your prospect’s problem early in the sales...
by Gerry | Jun 29, 2021 | Selling Mindset, Selling Strategies, Selling Tips
“I must’ve called a thousand times…” As soon as Adele sang those words, I cringed. I hadn’t picked up a phone to cold call a prospect on the phone for a loooooong time. Despite the fact that some of my best clients ended up working with me as a result of a cold call I...
by Gerry | Jun 2, 2021 | Selling Strategies
Do you find yourself frequently defending the price you charge for your product or service? If so, it could be you aren’t giving your prospect anything else to focus on. Usually, when price becomes the focal point, it’s because prospects aren’t seeing the value your...
by Gerry | May 15, 2021 | Selling Tips
Has this happened to you? You pre-qualify your prospect. You’ve got a meeting with the decision-maker. All that seems to stand between you a sale is demonstrating why your product is a perfect fit and closing the sale. And then… That ‘sure thing” sale was stopped dead...
