Answers to questions about low price

Q.  How do I ensure that I get the last look in a competitive bid situation? Q.  Occasionally, customers may say they have seen or received a lower price for the same product in order to receive better pricing from us. How would you handle that type of call?...

Using Systems Measurements to Grow Your Business

One of the watershed moments in the life and growth of a business occurs when the executives design and implement a system of measurements. This signals the development of the business from an entrepreneurial effort to a serious organization that can exist outside of...

How Important is an Elevator Speech?

“Why should someone spend time with you?”  That was the question I asked the six sales people who were the subjects of an intense week-long training session.            The response?  Blank...

Do you have the propensity to take risks?

What sets the exceptional professional apart from the average?  Regardless of what the profession, from sales to psychiatry, the exceptional professionals share certain characteristics.  Here’s one: The propensity to take risks.  Join with me as...

How Professional Are You?

For a professional or salesperson, your job is much more than just a job – it’s a profession.  But what does it mean to be more professional? More importantly, what can we do to make sure that we, and our associates, are becoming ever more professional?...

Are you part of the problem or the solution?

We’ve all heard the numbers: Consumer confidence is down, retail sales are down.  And for many of us, the markets we serve are down, as well.  There is an important relationship to note here.  Confidence – an attitude – is down, so sales are...