“Buyers are treating us as a commodity” “Its all about Price, Price, Price” “We aren’t competitive at that price point” Given how often we have heard these statements over the last few years, I would be surprised if they were not common phrases within your sales team.- even in complex sales, we find that customers […]
View Post coaching, Sales, Value propositionAs with any ‘difficult conversation’ it’s important to prepare properly for these types of meetings – anticipating objections and developing tactics to explain why the increase is fair and reasonable can help both your own self-confidence and deliver the end result you are looking for. So – ask yourself these questions… How can you explain […]
View PostOver the last few months, we’ve talked to over a hundred buyers, salespeople and leaders about the challenges they are facing since face-to-face meetings have become difficult or even impossible. Despite virtual meetings now becoming the norm there is little doubt that sales calls over Zoom or Teams present significant new challenges – particularly when you are trying […]
View PostEven the most confident among us have had to fight back our nerves when faced with telling a customer about a price increase.…. Over the last few months we’ve worked with sales teams who have been given this daunting task and have now pulled together a handy guide to make these conversations both more comfortable and effective! We’ve […]
View Post Communication, Negotiation, Sales, Sales Training, Selling, Trust, ValueWhen I talk to commercial leaders they frequently focus on the issue of margin. And that’s not surprising – arguably, it’s one of the most important ways in which businesses can protect their profitability, long-term growth and ultimately marketplace survival. Without healthy margins, profitability drops. Without profitability, no business has a future. But although those […]
View Post Business Development, High margin, Negotiation, Sales