Articles on: Sales

Sale closed – time to ride off into the sunset?

  photo by JennyHuang You established a great rapport with your prospect. You didn’t dwell on your product’s features or benefits, instead you asked what the prospect needed – you even got into the detailed pain they are feeling. You clearly established their need and how your product addresses their need. The customer said “Sign me […]

What's the secret ingredient to Success?

           Photo by .Bala  You are a fantastic small business owner! You’ve got a great product that people need.  You know how to deliver the product, you know the industry, you know how to help people solve problems – ultimately you deliver value. You’ve been to training, maybe you’re certified, you know your product or […]

How to NOT use a Sales Letter

photo by Drawings of Light – Paul As a business owner you get lots of sales letters.  I could probably wallpaper a large room with the number of Credit Card offers I’ve gotten in the past year.  Most of them go directly in the trash (often unread) but I will occasionally get something that catches […]

How big is your pipeline? Breakeven Analysis 101 part 2!

A few months ago I did an entry on using a simplified financial break-even calculation that a business owner could use for high level strategic planning based on what they’d like to make.  You can see the details here. As a quick summary, the revenue you need to reach a financial break-even point is your […]

Is the Price Right?

We had a great discussion this morning at a BANG! meeting about the need and the fear of raising prices.  The general consensus was that everyone had entertained fears that a price hike on their services would drive away clients. We also generally agreed that the reality, assuming you had quality service that wasn’t a commodity, […]

So what are you implying?

A few weeks ago I referenced SPIN Selling for an article and I thought I’d follow up with a quick overview.  It’s a great book (highly recommended) and it’s a must read if you are involved in large ticket sales in any way or if you just like to understand some of the science behind business. […]