Posts Tagged ‘overcoming objections’
Is Your Next Client Meeting a Waste of Time? (The Worksheet)
Your time is precious. You don’t like it when another person or business wastes your time. And your clients don’t like when you waste their time. Client time There’s only so much time you can spend with your clients. No matter how complicated or involved the work you’re doing, they also have their own jobs…
Read MoreDitch the Buzzwords: A Worksheet for Jargon-Free Communication. (The Worksheet)
The first steps of making pesto sauce: Deposit basil leaves within a mortar & pestle, interjecting with a bisected garlic clove, deprived of its center germ. Labor the mortar utilizing the pestle to create synergy between the ingredients for a luscious composition. Adjoin pine nuts and continue your pursuit. Would you buy this cookbook after…
Read MoreCompetitive positioning: the formula to control the things you can’t control (2/8) 🕹️
There are a lot of people out there. And a lot of businesses. And a lot of businesses say they offer what you offer. And you can’t control any of it. It’s up to you to make your business stand out among all these other competitors. That’s why you want a solid brand. Your position…
Read MoreGive the people what they want: the power of personal benefits 🎁 (2/5)
Humans are rational beings. But not too much. Around 95% of our buying decisions happen in the subconscious mind, not the conscious, logical mind, according to Harvard professor Gerald Zaltman. There is a scientific reason: our subconscious mind can process volumes more data than our conscious mind, so while we think we are considering 3-4…
Read MoreHow are you not like the business exactly like you 🔁 (2/4)
No two businesses are the same. People who offer the same product or service as you aren’t exactly like you. With last week’s post, you defined your business in various ways. Now it’s time to take that to market and see how it works alongside other businesses that do what you do. Who are your…
Read MoreWhy your clients will choose you again next time
Your clients have options. They don’t have to buy from you. They don’t have to choose you. They don’t have to call you. There are plenty of other people and businesses that will gladly take their calls. What can you do to make sure you are their first phone call time after time after time…
Read MoreWhy it is time to stop selling
There is no money in sales. No, really. Think about it: you can sell, and sell, and sell. But at what point do you actually make money? When somebody else buys. The money is in the action of buying, not the action of selling. Before you build a sales plan, understand how your clients buy. …
Read MoreWhat are your clients thinking about when they buy from you
The answer is: it’s not about you. So how do your customers buy? Deciding to buy something means knowing that choice is the best option; using the money there instead of somewhere else, hoping it will be a long-term solution, considering what else has to change to accept this new product and more. The better…
Read MoreThe problem with offering discounts
Discounts and low prices are not the same things. We all know the problem with competing on price, and discounts mean the opposite: the price is higher than desired, so a discount will allow the client to make the purchase. In which case, discounts are a safe negotiation tactic, right? Wrong. Let’s take a closer…
Read MoreObjections Make Good Questions
I have said it before and will say it again: Objections, in sales, are an opportunity for a conversation. When a prospect raises an objection, she is telling you something about what she needs. And that is an opportunity to ask more questions and continue the conversation. The Objection Conversation In a previous post I…
Read More