Sep/090
Easy way out selling on ‘Price’…
In many of our engagements over the last two years we hear sales professionals complain “the old days are gone it’s all about price!”
Price has never been excluded from the equation. Perhaps there was a little less emphasis in the past, but always lurking near the surface.
Although we are in the most difficult economy in our lifetime hasn’t it always been about price, value and relationships?
Sales professionals can become pessimistic allowing the customer and themselves to obsess over price. World class sales professionals continue to dig deep and wide looking for opportunities to creatively bring value, innovation, cost reduction, and relationships to the sales process.
As owners, sales managers, and sales professionals we must all look introspectively and resist the tendency to fall prey to the price mantra.
Do you believe in your goods or services? If so challenge yourself to find the differentiators. Price will has always been and will always remain relative! www.nealabc.com
Jul/090
Listening the Lost Sales Skill
The two most sought after skills for sales professionals today are their ability to listen and ask intelligent questions.
If you want your sales team to differentiate itself from the competition help them listen more effectively and improve their skill to develop penetrating questions that reveal a customer’s “real “ concerns and needs.
This does not require years of experience merely a mind shift in sales approach and some basic sales training. www.nealabc.com