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.

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

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.

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

The key to a killer presentation is: 1) Knowing your audience + their needs. 2) Having all the information you want to present organized in

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

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

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