What is missing in this picture? I titled this article “The hidden cost of doing nothing”, but it’s misleading. Because there is a third element that is missing in the story I’m going to tell you. Follow me. One of the worse prospects we can meet is the one that says: – “No thanks… price […]
READ MORE »How to urge clients to make a purchase decision
Years ago I met a salesman, the classic old-fashioned sales rep. Mr. Dore was very willing to talk, explain and argue about his product. Diligent and pragmatic, he answered all questions from the customers, even the most difficult or technical ones. He used to invest a lot of time in pre-sales, but then, at a […]
READ MORE »Handling price objections like a Spanish shepherd
When I hear people objecting for the price of a product, I cannot avoid recalling a documentary I watched some years ago on TV. A Spanish shepherd was asked by the interviewer why his cheese was so expensive. He quietly replied: “My cheese is not expensive… it’s costly”. Period. He then continued explaining that the […]
READ MORE »5 errors that can compromise a safe sale
How to compromise a safe sale because you apply old sale methods that make people die laughing. I see an advertisement on Facebook: the product interests me, I know that I will buy it, and I decide to ask for information. [Lesson to learn: Facebook advertising works] In the information request form, I write my […]
READ MORE »What is better: emails, videos, or… sales?
When you send emails, everyone tells you they’re too long: videos are better… When you send videos, they tell you they don’t have time to watch: emails are better … When you write a lot or send too many videos, they tell you they don’t have time to read/watch. When you write very rarely, they […]
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