Articles on...
Sales Presentations
Predatory Pricing in a Competitive Market
How do you handle situations where your main competitor is always undercutting you by 20 percent or more? It's a question that might be asked by any salesperson who is in a highly competitive market. Unfortunately, it's also a question for which there is no easy answer, but here are some ideas for you. Read more... Dealing With the Long-Distance Buyer
It's extremely frustrating for a salesperson to not have direct access to the key decision maker. Trying to make a sale under these conditions is a bit like trying to push a string, it's difficult but not impossible. Read more... Setting Price Expectations
This article is intended for salespeople for whom price is not their prime selling tool -- salespeople who sell a quality product or service at a fair but, not necessarily the lowest, price. Read more... Selling the Sizzle
Remember the old saying, Sell the sizzle, not the steak? Well, it's still alive and well but not used by many salespeople. Most of them are still trying to only sell the steak. How boring! Read more... Fear Sells So Sell Fear
Most purchases involve a risk of some kind on the part of the purchaser. It becomes a matter of determining which risk is likely to move the prospect to make a buying decision in your favour. The answer may surprise you. Read more... Remove the Doubt and Make the Sale
Like any good craftsman, you need to have the right tools in your tool belt if you are to do the best job you can. This article explores three tools that you can use to remove the doubt in your prospect's mind and make the sale. Read more...
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