sales

We Don’t Have the Budget for This: 16 Ways to Combat Your Client’s #1 Excuse

If you're in sales, client management, or work with clients in some other capacity, you've no doubt heard those seven fateful words: "We don't have the budget for this." This phrase is discouraging to hear. If you take it at face value it can effectively shut down the discussion. But you shouldn't take it at face value because quite often it's code for some other issue that can be overcome. When prospects or clients make the 'no budget' claim, it's usually a clue to dig deeper. You may find out something that helps reframe the issue in a mutually beneficial way or makes the return on investment for the client more compelling. Either way, money that supposedly isn't there can sometimes appear, as if by magic.

The Four Types of Objections That Derail Salespeople (and How to Deal With Them)

No may be a tiny word, but for salespeople it's the most dreaded word in the English language. Nothing causes your heart to sink quite like an objection from a prospective customer. This is true not just because it presages a negative impact on your income, but also because it's incredibly painful to hear. It's no coincidence that "objection" rhymes with "rejection"—and the latter is one of the deepest, darkest, most primal human fears. There's no way to avoid objections. They're going to happen. What you can do is learn how to rise above the emotional disruption they cause and, hopefully, salvage the sale...

BANT Alone Is Dead: Four Ways to Go Beyond Info Gathering and Build Real Rapport with Your Prospects

If you've been a salesperson for a while, there's a good chance you swear by the "BANT" approach.It may be a tried-and-true approach to qualifying prospects—but in a world where prospects usually qualify themselves, it just isn't enough anymore. Asking questions around Budget, Authority, Needs, and Timeline has long been the framework for qualifying prospects. These days, BANT alone isn't enough to make the sale anymore...

Press Release or Media Pitch?

I am often asked by business leaders how press releases differ from media pitches.  It seems everyone has heard of a press release and believes they need one fo...

Why Face Time Still Matters

It’s official: Email, texting, and social media are no longer just helpful supplemental business tools. They’ve taken over the whole game. Yes, technology has m...
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Retain Your Holiday Customers

High-traffic days, such as holidays, are an opportunity for small businesses to establish themselves as a shopping location/website of choice and increase their...
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Prep Domestically & Grow Globally

Unlike smaller countries that think globally from the beginning of a product’s life cycle, U.S companies typically consider global expansion only after achievin...