You have a great product or service. In fact, it’s better than great—it’s fantastic! It’s awesome! It’s world-class! Guess what? It doesn't matter. And if you’re laboring under the belief that it does, then you’re …
36 Things Buyers Value More Than Low Price
Too many people in both sales and marketing get hung up on price because they believe that price is foremost in the mind of the buyer. Yet, study after study has found that price typically ranks dead last among the reasons …
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Seven Toxic Sales Thoughts
Our thoughts determine our actions and our actions determine our results. If your results are not what you’d like them to be, odds are the root cause is one or more negative thoughts you’re harboring despite the fact …
How to Approach Prospects
You've got a list of high-quality sales prospects. Great! Now what? How do you make the initial contact? What exactly do you say? How do you get them to call you back? Listen to my appearance on Breakthrough Radio with …
14 Ways Buyers Want to Feel
You've heard before that all buying is emotional. Whether you sell to businesses, governments or consumers, your buyers go through a variety of emotional states during the sales process. And while those emotional states at …
Five Places to Find Prospects
Want to make more sales this year? Then you need more prospects! But where are they?? Listen to my appearance on Breakthrough Radio with Michele Price. In this 7½-minute segment, I share five places to find quality …
