Most business owners have experienced that moment when you reveal the price and your prospect says, “That’s a bit more than I was expecting. Sorry, but it’s beyond my budget.” The question then is, how do you respond? One option, of course, is just to walk away. You may not be prepared to take on…
Category: Sales
Do the brakes work?
Imagine that you are thinking of buying a new car and visit your local car showroom. The salesperson approaches and you ask a couple of questions about the model you’re interested in: Does it have four wheels? Do the brakes work? Stupid right? Because products or services we are thinking of purchasing have certain intrinsic…
Psst! Have you heard of this sales tool?
One of the most common misconceptions I hear from small business owners is that “my customers don’t like getting telesales calls.” That just isn’t true. Now don’t get me wrong. I am not talking about ‘cold’ calling anyone. What I mean is getting in touch with people who in some way have expressed an interest…
