Discounting erodes trust
Some sales people can get into the habit of offering discounts. The client was sold. You gave a price. They asked for a discount. You gave it. No reason given. If you discount without a reason you can be implying: ✔ We were going to make more money from you and...
Why mindset – not conversions – could be key to business growth
Growth Mindset Have you heard this term thrown around and wondered what an earth it means? It originates from Dr Carol Dweck and her colleagues after they became interested in students’ attitudes about failure. They noticed that some students rebounded while...
Presenting with power and a punch
Presenting with power and a punch Not every client or prospect wants the same information in the same way – learn to align and adapt your presentations to your audience.Here’s how: 1. Purpose Why are you there? What do you want to get out of it- what do...
They say you’re too expensive? It’s not the price that stands in your way
If they say: “We want it – but we can’t afford it now…” 1. Consider they haven’t seen the value. You haven’t understood what they value and built alignment. 2. If you believe it’s important for them to have it now – use some...