Sales & Marketing GUIDE & INSIGHT
Objection: I Need to Think About it
It’s the ultimate non-decision decision. Customer: “Well… It’s very interesting. We’ll need to consider it.” It’s all about timing. Meet […]
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Sales & Marketing GUIDE & INSIGHT
Objection: NO!
Customer: (Objections throughout the discussion) “It’s too expensive.” “We’ve never done it before.” “We are fine the way we are.” […]
Business & Operations GUIDE & INSIGHT
Preserving Company Culture Amid Growth
Aligning Operations with Customer Perception In the pursuit of sustainable growth, maintaining company culture while aligning internal operations with external […]
Sales & Marketing GUIDE & INSIGHT
Objection: You Haven’t Been Honest With Me
Respect the other person. Lying diminishes trust. At some point, you may have not provided facts, even if it’s unintentional. […]
Sales & Marketing GUIDE & INSIGHT
Objection: Need to Compare Prices with Competitor
The presentation is completed. It went well. Very well. You are ready to close. Then, the following conversation occurs: Salesperson: […]
Sales & Marketing GUIDE & INSIGHT
Objection: You Cannot Get a Tech On-Site When We Need It
Speeding up service levels (4 hours, that evening, same day, next day, two days) may be achievable. There may be […]
Sales & Marketing GUIDE & INSIGHT
Qualifying Your Customer
When you hear the word qualify, do you feel overwhelmed? Questions such as, “Was that lead qualified?” are asked […]
Business & Operations GUIDE & INSIGHT
Roof Management – It Works!
Roof Management moves customers from “leak management” to “asset management”, which results in considerable savings for the customer. Roof Management […]
Sales & Marketing GUIDE & INSIGHT
Objection: Price
Clients have needs because they have problems that must be solved. Not all these needs are equal. Some are more […]
Sales & Marketing GUIDE & INSIGHT
Selling More than Price
Have you ever been low bid and didn’t get the job? It doesn’t seem right. How did it happen? What […]
Sales & Marketing GUIDE & INSIGHT
Selling Skills – How to Open a Call
When it is time to make a sales call, what is the best way to begin? Some techniques to open […]
Sales & Marketing GUIDE & INSIGHT
Selling Tips – Enthusiastic Attitude
There is no substitute for enthusiasm. When the members of a team are enthusiastic, the whole team becomes highly energized. […]