Tag Archives: sales

Build Credibility to Build Sales

Becoming credible with prospective new customers will almost always take longer and cost more money than planned. Further, once you become credible, you still don’t necessarily have an order. All you’ve done is become a qualified vendor in the eyes and minds of your prospective customer. You still have to win the business. This is Continue Reading...

Customer Buying Motives, Wants & Needs

In order to inspire your prospects to buy, it’s important to understand and address personal reasons customers will buy from you including trust and knowing other smart people have done business with you in the past. Having a product and/or service that provides a clear solution to your customer’s problem  is also vital. But equally Continue Reading...

Most Valuable Asset – Your (Happy) Customer Base

When you try to sell something to people who have never heard of you or purchased from you, it’s a real crap shoot. To put it another way… you almost always lose money prospecting. Incredibly, the same thing is true in direct sales. That’s because if you prorate your direct sales and marketing budget against Continue Reading...

Know What Your Customers Really Want

There are lots of ways to shorten the sales cycle, but none work better than finding out exactly what problem your prospective customers want you to solve for them. That’s because, once you know what prospects really want and what ultimately makes customers want to buy from you, getting the order is under your control. Continue Reading...

Talk Less and Sell More

Yesterday a bright, very confident young sales guy came into our company and started telling the attendees and me in particular, why we should buy what he was selling. His argument had merit, but his sales pitch (and this guy is a salesman) was horrible. First he felt we should all know just how smart Continue Reading...