Book Review: “High-Profit Selling, Win the Sale Without Compromising On Price” by Mark Hunter

  The battles over price are as old as selling. Can you picture the first dirt farmer negotiating for some livestock? Learning how not to flinch when a customer claimed “Your price is too high” took mentoring and practice. When I finally understood that price complaints are to be expected and a sign that the game’s afoot, my reflexes changed. … [Read more...]

Are You Selling to Phantom Buyers?

Imagine you’re running a retail shop. Twenty or thirty times a day, your front door opens and the entry bell rings “ding-ding.” You trace the path of depressions in the carpet and see products shuffled around your shelves. Most of these journeys through your store end with an invisible departure. This is what internet marketing looks like. Marketers view internet analytics and see which … [Read more...]

Are You Selling Value Proposition or Cost Benefit?

Sally recently learned the difference between value proposition and cost benefit when one of her dance students did not return this fall. Jenny had been studying at her school for two years and was ready for a more advanced level. Sally told Jenny’s mother the exciting news and penciled her in the schedule after their conversation. But Jenny dropped out. … [Read more...]

Do You Know the Truth?

A linguistics professor was lecturing to his class one day. “In English,” he said, “a double negative forms a positive. In some languages, a double negative is still a negative.  However, there is no language wherein a double positive can form a negative.” A voice from the back of the room piped, “Yeah, right.” – From the Houston Chronicle via Aristotle Bancale Words + Inflexion = Real … [Read more...]

Timing is Everything – Sales Strategy

Whenever I needed money, my dad’s no took the form of there’s a time and place for everything sermon followed by now is not the time or place. I rarely got any money, which is one of the reasons I went into sales. My poor sense of timing transferred to the early part of my sales career. What I learned about timing at 21, I later taught our children. They learned to wait until I was comfortable. … [Read more...]