What If Your Price Is Going to Be … Problematic?

The Situation John’s company designs and builds websites for small and mid-sized companies. He focuses on organizations that need to take their websites to a more professional level. His firm charges a healthy fee to do a comprehensive job. Thus, John tries to show prospects how they will get a good return on their investment […]

Corralling Your Customers to Get Down to Business

The Situation Bridget is in a position to land a hefty contract with Builtwell Industries. She has a good working relationship with Dave, the company’s purchasing agent. That’s helpful, because Dave will be presenting her proposal to Builtwell’s Procurement Board — they sign off on all big contracts. What isn’t helpful is Dave’s lack of […]

Get Off That Sales Conversation Merry-Go-Round

The Situation Renée sells wholesale pet supplies to pet stores and veterinarians. She landed an appointment with Gerald, the buyer for a chain of pet stores. Soon after they begin their meeting, Gerald starts peppering Renée about her company’s policies. He’s reacting to information he found on her firm’s website: Round and Round to Nowhere […]

Are You Missing Sales Because Customers Pigeonhole You?

The Situation Stephanie is sales rep for a janitorial service that cleans office buildings. She checks with her clients regularly to be sure they are pleased with her service. As she drives up to a steady customer’s building, she notices several trucks for a company specializing in mold removal. Stephanie’s company is active in that […]

Putting Your Best Foot … In Your Mouth?

The Situation Brandon has been selling lab equipment to pharmaceutical firms for 20 years. Whenever he learns about a new start-up company, he tries to get in front of the right person with his company’s wide range of laboratory supplies. That’s why he is talking with Mariana, who is in charge of facilities at a […]

Are You Just Putting Out Fires?

The Situation When Brendon, a sales rep for Braxton Industries, got a call from his customer Kelly, he was concerned. Kelly called to complain about upcharges that appeared on the latest invoice from Braxton for products she routinely ordered. Brendon thought he had handled the problem skillfully. He explained the one-time charge to her, but […]

Remove Surprise Obstacles to Closing the Sale

The Situation Allison learned from a friend that Glen at Semmco Electronics was looking for a supplier of shipping boxes and packaging. Allison is a sales rep for just such a company. She meets with Glen, and she feels they have a very good meeting. Toward the end, Allison tries to close the sale: Missed […]

When Your Customer Reads a Bad Online Review

The Situation Jenny is a sales rep for a company that supplies uniforms to the health care industry. Ruth is the supply coordinator for a hospital. She’s been renting nursing scrubs for her workforce from Jenny’s firm for about six months. Recently, Ruth was visiting an online customer review site of businesses and noticed a […]

Keeping Customers Focused to Advance Your Sale

The Situation Leslie is a consultant at a senior living placement agency. She has had several consultations with Daniel about the right senior facility for his elderly mother. Based on previous conversations, they’re meeting to go over the three finalists. Here’s part of the conversation: Leslie: I know the kind of facility you want for […]

Prove Your Prospect’s Future Should Be With You

The Situation You want to be an effective Q4 customer-focused salesperson. Being Q4 means you present the solutions that your products or services can achieve. But it also means you are offering value — to meet both the tangible and personal needs of your customers. Further, it means that your collaborative style becomes part of […]