For some reason, discussing money is the major hurdle. Yesterday I had several sales calls with potential buyers. One example stands out… We had discussed the need, talked about options, come to a conclusion on next steps, and even picked dates to begin. My prospect then said, “Send me a proposal with some options and […]
The purpose of a sales presentation is to sell; to convince the prospect that you have a solution to a problem that they in fact have, and that you are the best problem solver around. The fee in turn, must be commensurate with the value delivered. But here’s the problem: First, 95% of the possible […]
No matter how much value you represent, and no matter how well you communicate it, you will find that some prospects/clients, just can’t afford you. In this economy, expect that number to grow within your current client base. So what do you do? Move on! But remember, every past client, every prospect, and those struggling […]
