Win Those Bids At Your Price You are one of five sales reps bidding on a job. The client calls and says, "Yours was not the lowest price. Congratulations. We are placing the order with you." How did you accomplish that? Your phone rings. A client has invited you to sit in on a planning
Selling with Certainty Good morning! On your way to work today, you come upon a stranger. It could be someone next to you at Starbucks or the woman who gets out of her car at the same time as you in a parking lot. As this is someone you've never met before, any communication between the two
Change the Rules, Win the Game An RFQ comes in. You are asked to bid on a wide variety of products in a number of different quantities. The client wants pricing to be the same regardless of the quantity ordered. They want one flat shipping rate. They want preferred delivery. Their list of "demands"
Sales Loss vs. Sales Defeat Good morning! I am writing this on a morning where the lead story on ESPN.com is a David and Goliath tale. A small school with a name more fitting a novelist than a giant-killer, Stephen A. Austin, beat Duke University, the #1 college basketball team in the
The Optimist in the Room Have you ever been in a meeting where ideas are offered up and immediately shot down, one after another? Have you ever spoken to someone in an attempt to help them solve a problem and every option is immediately met with a reason as to why it just won't work? Now contrast
Bill’s BOGO Cyber Monday Sales Tip Good morning! Here’s my Cyber Monday sales tip. It’s a BOGO…actually, it’s more of a HOGO (hear one, get one) or ROGO if you are reading, but I digress… You have heard me say/write/plea: Never leave today without having tomorrow planned. It’s one of my
A Difficult Sales Decision You are prospecting a bank. A big bank. This would be a coup if you landed it. After many attempts and several months, you are finally granted an audience. At the end of the phone call setting up a time to meet, the client adds: "Make sure you bring samples of other
A Unique Selling Week Good morning! So, this is that funky week on the sales calendar I was talking about a few sales tips ago. In the US, a Thursday holiday and Friday day off make for a short and unusual opportunity to sharpen the sales saw. I wanted to make certain you were making the