News & Content

Discount Deception

Discounting Deception The University of Ohio conducted a study that you might find interesting especially if you’re a proponent of giving product or service discounts.   The school had a theatre department that sold season passes for 10 shows that were put on during the semester.  The folks at the

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Buyers Aren’t Buying You

Buyers Aren’t Buying You Salespeople are often stumped after a big meeting with a decision-maker: you delivered the feature benefit analysis (FBA) in a tidy presentation, you blocked common objections, and you asked for the close at the end. Why didn’t the deal close there? Why aren’t they calling back?

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Upselling Conversation Starters Pt. 2

Upselling Conversation Starters Let’s dive into more advanced examples you can use to start an upselling conversation.   1) Earlier on, I’ve told you about. I think this could help you, here’s why” You’re moving the close along. The client has committed to the original purchase. This is what we’d

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10 Ways to Disqualify a Client

How do you disqualify (not qualify) a prospect? Because we know that the faster we can disqualify a prospect, the more time and money it’ll save us. Here are ten ways: #1: Maybe there’s a TYPE OF JOB that you will not do. For example, let’s say you’re a consultant and you specialize

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A Winning Presentation Plan

The key to a killer presentation is: 1) Knowing your audience + their needs. 2) Having all the information you want to present organized in your head. When you have a structured plan for your presentation, the dialogue flows more naturally and you will hit on all the most important

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Upselling Conversation Starters

Upselling Conversation Starters. Part 1 In this 3-part series, we’re going to cover upselling conversation starters.  Whether it’s B2B or B2C, once you know you’ve made the sale, sometimes you want to find a way to upsell or cross-sell the customer. If you’re lucky, an upsell feature might be obvious

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4 Ways to Negotiate

By Victor Antonio Negotiations can be a dreaded, and often high-stakes match with no clear winner. Use these four tips to guide your next negotiation and shift your mindset for a more positive collaboration. Avoid discounting language. “This is our usual price” or ” Our normal price is $X”. Using

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5 Reasons Clients Aren’t Buying

A question I get a lot from salespeople is: “Why aren’t my clients buying? Is it my product or my pitch?” It could be either of those, but a good framework I like to use, to determine exactly why each client isn’t buying is an acronym I call “M.T.N.UT” The

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