Do You Know Your Time Quadrants?
Knowing where your time is being used will allow you to spend more time on the sales activities that make you money. I don’t read many books but at least I try to implement good ideas from the ones I do get around to reading. One of the oldest books on my shelf that […]
Looking for a high R.O.I.? How about 400% from time management?
These days, anything with a big positive return on investment sounds too good to be true. We’re not talking about financial investments per se here but rather something just as valuable—your time management. And more accurately, we should say R.O.T.I. which means Return On Time Invested. Specifically, the investment is the fifteen minutes that you can use […]
3 Sales Success Ingredients
There are some common ingredients among top sellers. Sugar and spice and everything nice is what the nursery rhyme says little girls are made of but what are the ingredients for sales success? There are three as well, but you can’t simply buy them at the grocery store like you can sugar and spice. The three […]
5 Tips for Phone Prospecting
Do these and buyers will give you more time, more often. By Michael Caron, President, Northbound Sales Training 1) Ask questions but ask for permission first It’s great to ask questions on a prospecting call to understand what issues, challenges or goals a customer might have but don’t forget to frame why you’re asking them. […]
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 […]