News

The Right Way to Make a Price Concession

15.07.2015

Even though we may not like them, price concessions are a natural part of the buying process. Procurement departments around the world are funded based on their ability to wring the most value from every dollar, peso, yen, or pound. Conversely, it is the sales professional’s job to protect the price of the solution to maximize the return for their company

HOW TO PREVENT THE Q1 HANGOVER

07.01.2015

The Q1 sales hangover: Just like a real hangover, it results from having “overdone” it just a bit—in this instance, during Q4. As sales professionals approached year-end, call volumes and emails increased. Some of this was due to prospects looking to use up their budget before year-end, but the majority of it was due to salespeople looking to make up an increasingly obvious shortfall in their numbers. As December 31st inched closer and closer, desperation increased. The salesperson offered discounts and incentives to get customers to close now—offers he would never have made earlier in the year when he still had hope. He knows this behavior is self-defeating. Consistently offering discounts late in the year only encourages customers to wait. It becomes a vicious cycle that can’t seem to be broken. There is still time to overcome the Q1 hangover in 2015 before you enter the vicious cycle again—it’s not too late to improve behaviors to ensure that the rest of Q1 will be better. As with a real hangover, your commitment to improving your behaviors is never stronger than when you're feeling the pain.

Win/Win is only one option

06.11.2014

Consider the following dialogue towards the end of a prolonged negotiation.

Why Lone Wolf Selling Isn’t Worth the Risks

07.05.2014

Sales, like sports, is competitive. Sales is also a team sport—the two concepts aren’t mutually exclusive. Teammates congratulate each other when they win and console each other over a loss. But when you sell alone, you lose alone, and the spotlight can be awfully hot. Management will want to know what you did wrong, what you overlooked, whether you followed the correct process and did everything you could. This doesn’t mean collaboration should only happen when things start to fall apart, though—it’s about making collaboration work for you rather than against you. Quality, Not Quantity It is not simply about pulling in more people. It’s about bringing in the right people, at the right time. So how do you decide who to pull in and at what point in the process? First, consider where your customers are in their buying process so you can align your resources accordingly. For instance, in the initial stages, you might consider  

Overcoming Common Obstacles in Reaching Decision Makers

05.03.2014

One of the biggest challenges you face as a field-level salesperson probably centres around making contact with the individual who ultimately controls the check book within his or her organization. This decision maker is entrusted with company resources and can thus say yes to your proposal—and actually make it happen.