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“It’s about listening first, then selling.”Erik Qualman Everybody wants a good deal. Prospects want to know they’re getting the best price before they sign a contract. But how should you negotiate price? Do you stay firm on your pricing, or do you concede? According to Mike Schultz, president of RAIN Group, when salespeople end up…
The Bee Gee’s sang it best, business cards are “Stayin’ Alive”, but do you know for how long they’ve been stayin’ alive exactly? Technology introduced us to digital conveniences and has profoundly transformed how we consume information, how we choose and settle into a lifestyle, and how we interact with the rest of the world….
“Your attitude, not your aptitude, will determine your altitude.”Zig Ziglar No matter how long you’ve worked in sales, you may have heard a tall tale or two. Maybe you took these tales as sage wisdom from salespeople who came before you. Or maybe you scratched your head and wondered why people have certain misconceptions about…
Have you ever wondered what kind of special offers could drive more business? When it comes to making a purchase, everyone loves a good deal. While cheaper is better, this doesn’t necessarily mean that customers will jump at every deal that presents itself. Whether a product is on sale for 10% or 30%% off, not…
“You don’t get what you want. You get what you negotiate.”Harvey Mackay Almost everything in life involves a series of negotiations. You may negotiate with clients for a later deadline or with colleagues for a different meeting time. You might negotiate with your kids about eating one more bite of vegetables or studying just 10…
“Your brand advocates are more valuable than any advertisement you could ever buy.”Dave Kerpen A brand advocate is someone who enthusiastically recommends your products or services. Whether they’re employees or clients, these people are kind of like your brand’s own personal cheerleaders. They love and support your brand, and they tell everyone they know how…
“Giving is not just about making a donation, it is about making a difference”Kathy Calvin, CEO & President of the United Nations Foundation Now more than ever, giving back matters to consumers. Customers are urging companies to incorporate social responsibility efforts into their business plans, and their shopping decisions are influenced by whether a company…
“Don’t be discouraged. It’s often the last key in the bunch that opens the lock.”Unknown Everyone experiences work ruts from time to time. They may feel like they’re not doing meaningful work or that they’re doing the same thing every day. Work ruts may arise when people don’t feel challenged, or they simply don’t look…
“You’re not obligated to win. You’re obligated to keep trying to do the best you can every day.”Marian Wright Edelman Sales prospecting can be tough. More than 40 percent of salespeople say prospecting is the most challenging part of the sales process, according to findings from Spotio. While prospecting may feel difficult, it’s worth learning…
You just wrapped up and packed up your The Trade Show booth, making now an ideal time to follow up with your newest connections. The sooner you reach out to those you met, the more likely they are to remember your conversation.