by: Landy Chase, MBA, CSP It never ceases to amaze me how many business people assume that a budget dictates what the buyer can spend. In my experience, this almost is never the case. The truth is that in most cases, budgets are guidelines and nothing more than that. Additionally, they are sometimes based on a flawed or limited understanding on the part of the buying party of … [Read more...] about How to Close Sales That Are Over the Budget
Sales & Marketing
Following Up: Use Voicemail to Your Advantage
by: TJ Tedesco, Grow Sales, Inc. If you're like most salespeople, you regard voicemail as your biggest enemy, the toughest of all barriers to making a sale. That doesn't have to be the case! Don't view voicemail as a quick trip to a dead end. Instead, use it to create a new path to a successful partnership. Use your information One key element of a successful voicemail … [Read more...] about Following Up: Use Voicemail to Your Advantage
Sales Tips: Fundamentals Beat Flash
by: Dave Fellman The guys I play basketball with call me "Old School." I think that has more to do with my age than my playing style, but I consider it a compliment nonetheless. And the fact of the matter is that my game is a lot more fundamentals than flash. An attendee at a recent seminar called me a dinosaur. "I came here looking to find some new ideas," he said. "You … [Read more...] about Sales Tips: Fundamentals Beat Flash
Keep Your Eye on the Competition
by: Richard Ensman Hear the term "competitor intelligence," and you may visualize sinister activities like industrial espionage, electronic eavesdropping, and other shadowy phenomena that smack of poor ethics or illegality. Typical competitor intelligence gathering techniques, however, are not at all like this. Rather, they're based on common-sense research principles, and … [Read more...] about Keep Your Eye on the Competition