3 Steps to Handling Discount Requests
Dealing with a discount request while maintaining profit margins and closing the sales requires delicate balance. By Michael Caron, President, Northbound Sales Despite your best attempts to sell value and remain firm on your price, some clients will press ahead with their request for a discount. After a solid attempt from you to reassure them that […]
3 Sales Lessons from the Wolf of Wall Street
And lying to your customers isn’t one of them . . . This week, a good friend of mine in the insurance business suggested I sit in (virtually through webcast) on a keynote that Jordan Belfort, the “Wolf of Wall Street” was giving, ironically, to the risk management industry. Even though I haven’t seen […]
How to Reverse Engineer Your Sales
Using some simple math, you can figure out precisely what “inputs” you need to get the required “output” — your sales target! As a sales trainer and coach, the first place to start when growing sales results is to do some basic homework. The homework I’m speaking of is the analyzing of their current sales […]
Northbound Testimonial: Keith Strachan
Northbound Testimonial: Paul Kennedy
The Challenger Sale is Highly Overrated!
Does the bestselling book on sales provide new insights? Geoffrey James is one of the best sales expert bloggers and is the sales go-to guy for Inc. magazine. I’m pushing this along because he and I are in sync on the bestselling book, “The Challenger Sale” in that it’s mostly a retread of proven selling […]
The Case for Great Training by Disney, A Great Company
When a company like Disney states that they consider training to be a key element in their company’s success, people should listen. They state accurately that training should be embedded in the company’s operation. http://www.inc.com/disneyinstitute/james/operational.html Well said!
Design Your Sales Team Like Steve Jobs Would
Here’s a good post by another sales team development company that I respect (There are many I don’t!) It speaks of the uncompromising approach of Steve Jobs and how we need to take the same line with the design of our sales teams. I agree with the “no negotiation” attitude. As sales leaders, we need […]
When Was the Last Time You Checked Your Phone?
I bet just a few minutes ago! This is a great article inspiring us to change the nasty habit of checking our phone hundreds of times per day into something more meaningful. So many of us mistake being “busy” with being productive. Salespeople, by nature, are very prone to this “busy-ness” syndrome. Doing things that […]
Is “Death of a Salesman” Jumping the Gun?
You can hardly get through a day without reading something about how AI is going to replace people and eliminate careers. And being a sales expert, I’m often asked by salespeople how AI will impact them. My answer is “yes” it will impact you but in both negative and positive ways. On the negative side, […]