Selling Value

The perceived value is the amount of money that a prospect is prepared to pay for what it is you’re selling at a given point in the selling process. Until they are convinced of the value, they’re not prepared to pay your price. As you move through the selling process and the prospect begins to understand…

A Powerful Selling Tool

We all have competition and even when we don’t have competitors, we have competition. How can we have competition when we don’t have competitors? Competitors give your prospects choices and even when you don’t have a competitor, the prospect still has choices —whether to buy what you’re selling or go without. In effect, you are…

Writing Winning Proposals

It is sometimes appropriate to provide your prospect with a proposal. If this is the case, a well-done proposal can make closing the sale a lot easier. Some salespeople and companies expect their proposal to do the selling. This is a mistake. A proposal is the natural  conclusion of a well-thought-out and well-executed sales process. It…