It’s perfectly fine to have a “sales pitch.” Wait, doesn’t the title say the opposite? Not exactly. Having a clear, well-rehearsed way to communicate your value is smart. But using the same pitch every time is not. That would be like a defense lawyer delivering the same opening statement for every case; impossible, ineffective, and […]
Pitch Less, Ask More Read More »
GET and KEEP Customers, Prospecting
Want to attract new customers? Begin by gathering strong testimonials and utilizing them effectively in your prospecting and sales efforts. Yes, it may feel like old-school selling, maybe even cliché, but if it works, why dismiss it? (As long as you’re not competing on price alone.) Human nature drives people to want what others already
One Happy Customer Leads to Another…and Another Read More »
GET and KEEP Customers, Prospecting
Every customer has needs and expectations, and fundamentally, those needs and expectations are the same. The industry doesn’t matter; the product being sold doesn’t matter. What matters is that your customers feel entitled to a certain level of value—and they should. After all, they are paying you for a product or service, and the price
What Your Clients Wish You Knew About Customer Service Read More »
Customer Retention, GET and KEEP Customers, Prospecting
How Much Are Your French Fries? Here’s a scenario for you:“How much are your French fries?”“Too much—get out.” Yes, it happens. And it happened to me. This was one of my very first prospecting calls as a rookie salesperson in my brand-new territory. I walked in through the back door of a local restaurant and
How Much Are Your French Fries? Read More »
Prospecting, Uncategorized
It’s not about you. It’s NEVER about you! Sales is about earning credibility, confidence, and trust. To do this, your first inclination might be to recite all the warm and wonderful things about you and your company. This is certainly critical information in building that “Trust-Based Relationship,” but not right away. All those things can
It’s Not About You….It’s NEVER About You Read More »
GET and KEEP Customers, Prospecting
A national transportation company recruited me several years ago to do on-the-road training with several salespeople. The company’s president believed that several issues within their team were hindering them from closing deals. The quotes were plentiful; however, the close ratio was well below the industry standard. Danny was a territory manager in New Brunswick with
Danny Talked Way Too Much! Read More »
GET and KEEP Customers, Prospecting
