The DIY Cure for Call Reluctance

When prospecting, sometimes the idea of making even one more cold call ranks below a root canal. We’ve all been there. But being there and staying there are two different things. It’s important in sales to shake off those feelings and get back in the game. When...

Don’t Accept those Time-Sucking Continuances

Stop celebrating continuances. Your sales process has specific steps to progress from opening to closing the sale. There is no step in that process where sellers sit on the sidelines. So why do sellers breathe a sigh of relief or rejoice when they get a continuance?...

Are You Offering Stale Value?

It’s the single most important concept to grasp to succeed in selling: Value is a moving target. Value is never the same from one buyer to another. Values change even for the same buyer because value is inherently circumstantial. When sellers shortcut needs...

3 Levels of Value

Sellers used to deliver on their buyer’s priority value. If a buyer preferred “made in the USA,” the seller offered products manufactured in America. As competitive pressures increased, marketers created “added value” to ensure buyer loyalty with everything from the...