What If Your Price Is Going to Be … Problematic?

sales tip

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

sales tip

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

selling behavior

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?

are you missing sales

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?

sales tip

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?

sales tip

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 […]

Is That Agreeable Prospect Actually Going to Sign With You?

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The Situation Jenna sells wholesale office supplies to businesses. She has called on prospect Andy several times in recent months. He seems to like her company’s products. She hopes that Andy will commit to a contract today: Andy: You want coffee? It’s about the only thing your company doesn’t provide (laughs). Jenna: I’m fine. Andy, […]