Clik here to view.
What Type of Money Does Every Prospect Love To Spend?
When prospects don’t care about saving their company money, why are so many salespeople concerned about trying to save them money? I was reminded of this recently when client told me that he had to pay...
View ArticleClik here to view.
You have just received an RFP :: Should you accept or decline?
I can resist anything except temptation – Oscar Wilde ……and there are view things in the sales world as tempting as a Request For Proposal It’s real (sometimes) It’s budgeted (sometimes) It’s time...
View ArticleClik here to view.
So your prospect asks you for a proposal so she can get budget approved….what...
On one hand it sounds really positive. Your prospect wants to get budget approval. On the other hand it’s going to require a lot of your time to prepare a proposal. She may not get budget approval....
View ArticleClik here to view.
Is Trust is Overrated?
“Selling is all about trust” – declare the gurus….. …………..but is it? If you’re in the office now, look around you at your colleagues. If you do business with suppliers, I want you to think of them. If...
View ArticleClik here to view.
No just another……’how could he be so stupid’ story….
When I tell you what happened to me recently, you’re reaction will be “what an idiot”…..yet I believe that this could have happened to any one of us…… My car was stolen recently. For insurance...
View Article
