No matter how good your discussions have been with a prospect, there will come a time when you simply have to talk about lowering your prices. Even though you’ve built up your value, it still seems the prospect wants to shave a few pennies from your price in order to satisfy their innate desire to feel they have ‘made a…
Optimism has been described as a mental attitude reflecting a belief or hope that the outcome of some specific endeavour, or outcomes in general, will be positive, favourable, and desirable. It comes from the Latin ‘Optimum’ meaning ‘best’ and is often used by sales managers when they refer to their sales teams having the right attitude. But when things aren’t…
Many times, you will get to the position in the sale where you and the prospect are discussing moving forward with your product or service, and the progress stalls because the prospect fears making a mistake. Indecision is caused by people having fears that something will go wrong or another choice may have been better. The word ‘decision’ comes from…
