Sales: We All Have To Do It
Pricing is one of the trickiest strategies in a small business. It can be simpler if you are selling a competitive product that has well established market rates. However, most small businesses struggle with being competitive, yet covering their overhead. It can be especially difficult to establish pricing for services. And now that the internet […]
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It is easy to think that your entrepreneurial adventure isn’t God’s plan for you when you built it and they didn’t come. But before you decide to give up, thinking there is some other ordained path for you, let’s be sure it isn’t just a skill deficit, rather than a true crossroads. I got a call […]
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Small businesses are really the heart and foundation of our economy. Look at these stats in Forbes Magazine concerning small businesses in 2011: There are almost 28 million small business They have generated over 65% of the net new jobs since 1995 And, they employ over 50% of the working population Small business continues to […]
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Home runs are great, but they are not the only hits that win games. In fact, you can win a game on singles alone. Sometimes a single is better than a home run. You have an objective that you want to achieve in your business. It could be more sales, a specific account or maybe […]
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Back a little over a decade ago, I wanted to start my own business. I had so many things I wanted to do. Really, I could have gone into any one of ten small businesses. I had a list of criteria to determine if it was a good fit or not: Could I do it in […]
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In my previous article, Three Ways to Earn the Right to Close the Sale, we talked about building relationships with our customers and really getting to know them as part of the process of Earning the Right to Close. I hope you have put some thought into truly building relationships. In this follow up post, I’ll […]
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When I was in sales, the hardest concept for me to grasp was closing the sale. Yes….call me a slow learner but it’s true! I thought if I knew my product better than my competition, if I was better at relationships than my competition, if I did a better job than my competition on selling […]
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The corporate world is notorious for handing down quotas and budgets without any input from the people who need to achieve them. Small business owners are guilty of not having any quotas or budgets. Many small business owners simply gage their business performance on how much money is in their checking account. This may work […]
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