For sales professionals, everywhere. When evaluating a sales interaction with a customer, ask yourself: Am I paving the way for them to make a decision or am I IN the way of a decision happening? I observe salespeople inadvertently blocking … Continue reading
In a coaching meeting today, we were dismantling Objections….getting underneath to what drives them (fear, lack of information, something the salesperson missed in Discovery)…
For salespeople and designers
I had a great conversation with Erika Ward of Atlanta today. She took advantage of the free 15 minute coaching opportunity that is posted on my blog and came prepared to discuss a couple of specific things that are impacting her business. She was looking to get feedback on a second revenue stream that she is considering that will dovetail nicely with her design business, offer her additional income, and be a resource for other designers and a destination for retail customers. Excellent choice! Plus, she was looking at how she is charging and pricing – from the design fee on an initial visit that is really a deposit if they continue to work together but not quite enough if they don’t. They were great issues and common among designers everywhere who are really paying attention to the profitability of their business. And we only needed 15 minutes!! And it’s freeeee : )
If you need a second set of eyes or ears on your business or your sales process, please drop me an email or pick up the phone and call me. We can accomplish a lot in a small slice of time.