Five Minute Sales Pitch

Five Minute Sales Pitch

Q: A customer (a contractor) has given me and one of my competitors five minutes to present our respective products to him. I know all the features and benefits of the product, but I don’t want to be like everyone else and give him what he’s heard before.  At the same...
Selling Commodities

Selling Commodities

“How do you create a perceived value to differentiate yourself from the competition when you are both selling a commodity?” That’s a question I’m often asked in my seminars.  It uncovers a problem that is spreading to almost every industry.  The rapid pace of...
The Ultimate Sales Improvement Skill

The Ultimate Sales Improvement Skill

These are incredibly difficult times for salespeople. Competition in almost every industry continues to intensify.  At the same time, customers seem to expect more and more service and demand lower margins.  Most markets are rapidly changing, and it’s hard to keep up...