I always get asked about price. How do I handle the 'how much is it question'. There are many ways, some of which I will cover in later blogs, but this post from Seth Godin is worth a read, and a re-read. He nails the thinking that should go behind what you are addressing. A 30 second read - 30 seconds well spent! And you can always read more of Seth's stuff here. Get out there!
We all know first impressions count. Experts, and our own experiences, tell us a key to landing the deal is having and demonstrating genuine empathy for your clients. Yet many sales people don’t complete one simple task that can demonstrate empathy. It’s a no brainer to turn up for the first meeting well prepared. But you’ll need to do more than read their annual report and look good to make a lasting impression that sets you apart. Executives often tell me they’re surprise