Sales Tip 5
June 4th, 2010 | Written by: Level FiveRecognise that smart buyers will always be negotiating – yes, from the very first sales call! There is a time to sell and a time to negotiate – don’t confuse the two. There is no need to give price concessions or to even indicate that they are a possibility, early in the sales process, especially if need is not diagnosed and admitted by the buyer. Every unnecessary concession you make will come back to bite you later.
Sales Tip 4
May 27th, 2010 | Written by: Level FiveTo fully understand the value of time…
One Year: Ask the child who had to repeat a grade at school
One Month: Ask the mother of a premature baby
One Week: Ask the salesperson who was the only one not to make target and worked in the office the week everyone was away
One Day: Ask the man who forgot his wedding anniversary
One Hour: Ask the lovers about to be apart for a year
One Minute: Ask a person who just missed their international flight
One Second: Ask a person that just came along just after an accident
One Millisecond: Ask the Olympic sprinter who came in second
Sales Tip 3
May 23rd, 2010 | Written by: Level FiveMost salespeople start negotiating way too soon. A key rule is that you should never negotiate before you must. The earlier you give concessions, the less impact they will have. By giving ground early, you may also create an expectation that even larger concessions will follow.
Sales Tip 2
May 13th, 2010 | Written by: Level FiveWhere your immediate focus is to gather information about a prospect company, a “Focus of Receptivity” is your best initial target. These individuals are in roles and functional areas most likely to be receptive – and to therefore provide you with access – because they have subject matter and organisational knowledge about the issues and opportunities you want to explore.
Sales Tip 1
April 29th, 2010 | Written by: Level Five Admin“Whoever it was that said “you should always be selling” was wrong.
There is a time to start selling and that is only when you have an admitted customer need.
Until you have that, selling is pointless – but diagnosing is not.”