Price Fixation

3 Ways You Can Conquer Customer Price Fixation

What is it about customers that causes them to fixate on price? I mean, you have a great product and outstanding service – don’t they care about these things? Many factors are actually at play in this situation. But for this discussion, we’ll look at three key issues, all of which come in the form of cognitive biases – or mental inclinations.

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Revolutionize Meetings

5 Ideas for Revolutionizing Your Weekly Sales Meetings

Who likes sales meetings less – the poor salespeople being forced to attend them or the overworked sales managers who dread planning and running them? I suggest that both parties often find them excruciatingly uncomfortable – even painful. But, what if you could change that paradigm? Amy O’Connor shows you 5 ways to rock your next sales rally.

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Dreaded Meeting

Is It Time to Completely Rethink Your Sales Meetings?

In the past, so-called sales meetings were often negative, punishing, and entirely unbearable. The atmosphere was totally toxic and by the time the meeting ended the salespeople were horribly deflated. Thank goodness we’ve evolved, right? Right? Here’s a question for all you sales leaders. What would your salespeople say about your sales meetings?

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Sales Rally

Do You Hold Sales Meetings or Sales RALLIES?

As a sales manager, one of your toughest tasks is to come up with ideas for effective sales rallies. Unfortunately, many sales rallies (a.k.a. meetings) are thrown together at the last minute. If you want your team to have a “Let’s go crush it this week!” attitude, here are a few ideas to implement into your next rally (not meeting!).

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Impressing Customers

25 Easy Ways to Impress Your Sales Prospect

Put on your consumer hat for a moment. When was the last time a sales presentation really impressed you? Most companies get busy and forget to focus on creating memorable moments for their buyers. Here are 25 quick and easy ways to impress your customers.

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Restoring Sanity

4 Ways to Restore Your Sanity on A Bad Sales Day

We must deal with a common fact in the world of sales: we only have limited control over our environment. Despite your plans for a productive day, there is a constant stream of variables that can pop up and rob us of our productivity. Sometimes all it takes is to step back and reassess what you CAN control in the situation.

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Emotional Endorsement

Why Your Emotional Endorsement Matters to Your Buyer

As a sales person, you should use Emotional Endorsement to promote your product or service before your customer is even introduced to it, sees it, or uses it. Unfortunately, most salespeople become desensitized to their own product and service. Ryan Taft shows you how to intensify your customers’ experience, to maintain excitement about your product or service.

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Brain Strain

How to Make It Easy for Your Customer to Buy from You

Decision-making is really an exercise in how to process uncertainty. Even small decisions cause uncertainties that increase our mental dissonance. The task of the salesperson is to make it easy for a buyer to buy. Our responsibility is to move our customer from cognitive strain to cognitive ease; from disfluency to fluency.

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Bad sales day

3 Questions to Ask Yourself After a Bad Sales Week

Having a bad sales day? Eh. Shrug it off. Chalk it up to being “just one of those days.” Having a bad sales month? Okay. Pause. Time to evaluate. Amy O’Connor says that bad sales months happen to the best salespeople. So, while a bad sales month isn’t necessarily fatal, it’s wise to self-critique and see if any negative patterns exist so you can make plans to improve.

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