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Price Increase Conversations: Anchoring

Price Increase Conversations: Anchoring   As you begin to mention price increases to your customers (as in Conversation #2), you can drop a  higher reference point for the price increase. For example, you can mention to customers that you’re looking at a possible 15% increase by the end of the

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Price Increase Conversations: The Drip Method

Day 2: The Drip   Next up is the socialization tactic – AKA something called the ‘drip method’ -that’s where you begin dripping the information that price increases are coming. You can slowly prep your clients for an impending price increase in the future. You can send several email campaigns,

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How to Avoid a “No-Decision”

How to Avoid a ‘No-Decision’ Why people *Don’t Buy* On average a salesperson (across industries and products) will close about 40% of their sales.  Those are your ‘wins’ This means that you’ve lost 60% of potential sales.  Where does this 60% go?    If you’re thinking ‘my competitors’, you’re partially right.

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The ‘Why’: Price Increase Conversations

The ‘Why’ Price Increase Conversations   Let’s talk about price conversations: how can you break the news to a customer that the price for your product/service is going to increase while: 1. Keeping a good working relationship 2. Preventing them from going to your competitor 3. Maintain your contracts and

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Motivate – Release the Mental Brakes

Mental Brakes We can try to motivate, but what might be more effective is how we can release the mental brakes. What is holding them back?  If your team isn’t making enough cold calls, maybe it’s not that they’re not motivated, but they don’t know what to say or are

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The Perfect Close 2.0 (à la James Muir)

Perfect Close 2.0 à la James Muir The Perfect Close by James Muir is a great book that gives you a great method of closing AND goes above and beyond to show you how to engage, build rapport, and connect with clients before you ask for the close.    According

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Make Them Think! Managing Difficult People

Managers: Make Them Think! Do you have employees or team members that are constantly coming to you for answers? You know its possible for them to solve their own problems, yet they push that responsibility back on you. The problem is that they’re stuck in a habit loop:   Cue:

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