This statement is the knee-jerk response that most competitive users have to your initial inquiry about the existing relationship. The truth inherent in this statement varies from one prospect to…
Closing Sales that are Over the Budget
It never ceases to amaze me how many business people assume that a budget dictates what the buyer can spend. In my experience, this is almost never the case. The…
The Truth About Getting Prompt Buying Decisions
“I don’t have a commitment, but a is pending.” In my mind, ‘pending’ usually means the same thing as ‘dead on arrival.’ How often do you say ”the decision is…
The Nuclear Option
To borrow a line from infomercials: How many times has this happened to you? You are invited to a meeting with a new account interested in your firm’s services. The person with whom you…
Selling to the Competitive User
Successfully persuading a competitive user to leave their existing vendor for you takes an enormous amount of patience, skill, and strategy. Unfortunately, most business people don't approach the strategic issue…
Prospecting With Social Media
When one considers the fundamental activities that drive an effective social media strategy – having a list of prospects, researching contact information, collecting and distributing information to prospective clients, to…
The Seven-Question Prospect Interview
Because, in the competitive sale, the prospect has initiated an inquiry, your decision-maker has a built-in reason to cooperate with your need for information. While they rarely volunteer details, they…