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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

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?

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

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

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

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

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

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