My first exposure to buying timeshare investment properties started with a free trip to the Carolina shore, and an overnight stay at one of their properties, with a tour of possible investment properties to follow. It started with a call most of you have received – a special offer for a free overnight stay at […]
“Hurry up and wait,” a common negotiating strategy for those on a deadline…Here’s how it works: The Purchasing Strategy First, purchasing needs your proposal, your pricing, details, etc. and they need it now. Then suddenly everything comes to a screeching halt. Dragging their feet often seems like laziness or lack of interest, but it might […]
A question came in today asking, “What is the difference between ROI and TCO? Our company uses the terms interchangeably.” This is common…but they really are different. Here is some explanation: I use the term TCO specifically to mean that it will cost you less to produce the same or better results. By focusing more […]
ROI is likely the oldest approach as far as sales books go in providing justification. People are always talking about ROI on the selling side, trying to talk customers into seeing that their product will deliver ROI and therefore should not be constrained by budget. In theory, this is correct thinking. The problem here is, […]
If you missed my teleseminar last week on moving from Vendor to Adviser…Here are some examples of how I’ve turned mundane deals into profit-rich, consultative relationships: A firewall upgrade opportunity referred by a vendor/partner turned in large profit and product. Rather than going in with quotes and features, I presented cybercrime trends to an executive […]
Selling installation services along with your product is not consultative. Neither is training, RFP responses, fulfilling orders, or selling to those who already know what they need. Most of these things are sold on price alone. There may be a hint of existing customer loyalty, but in today’s economy, don’t expect that to last. If […]
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