How to Lose with Rigid Rules
When you have rigid rules for customers, you will lose business.
Are Your Rules of Engagement Rigid?
There’s a fine line between doing whatever a customer wants, even if it’s not your core business, and learning from customers how they would like to receive your products and services.
How Simple is Your Sales Story?
Complexity in the sales story is a common flaw of young companies as they are growing. You’re afraid to turn away any business, so you try to do almost anything that any prospect wants you to do. Big mistake! First off, it doesn’t work, and it will cost you money and anguish before you finally learn that hard lesson.
Are You Too Special?
It’s not a good thing if you don’t have any competitors; it means you don’t have a market. What can you do about it?
Ten Ways to Lose . . . Even When You’re the Best
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures.
Nevertheless, these clients do not always win their deals—in fact, when we first meet them, they are typically losing out on many deals where they offered a superior solution.
Why is that? How can that happen? If you base your sales strategy on “we’re the best,” you’re bound to lose.
Super Leverage for Sales
So what’s the lesson? The asset is a customer walks into your office. How much more of an asset do you want? So don’t blow it by getting in the way. Leverage that asset by being a human being with them. Be present. Give them freedom. Don’t take it away.
Bigger Sales through Connected Employees
Encourage your employees to build a professional social media presence to build a thought-leader company.
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How Do You Really Train Customer Service Employees?
How well you prepare customer service representatives has everything to do with your brand.
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How to Overkill Your Message
A simple sales story is more effective than an overkill message.
Price Really Doesn’t Matter
The Whale Hunters founder Barbara Weaver Smith interviews Anthony Iannarino, author of The Sales Blog, about how to avoid being commoditized.
Fatal Sales Failures: Liar, Liar!
What happens when your prospect thinks you lied about the price of your services? #FatalSalesFailures
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Fatal Sales Failures: Why Not Commoditize?
Anthony Iannarino on the topic of how to avoid commoditization.