What should you do if your Industry is getting too Crowded?
A little incident 2 weeks ago … As part of good customer service (well, I teach that in class and of course I practice that too!), I visit all my major clients regularly to gather feedback about my sales training. During one recent visit, I asked them if they need help in any other areas [...]
Is Price an issue with your Prospect?
Had an interesting sales training a few hours ago. A participant in my class insisted that price is the main issue in his industry and country (in this case, Singapore). In other word, he believes that everyone is competing on price and consumer is mainly looking at price. He is entitled to his opinion, of [...]
What do you do when someone say you never reply a message?
Selling today is very different from 20 years ago. An elderly participant in my sales training class once told me this: when he got his 1st job in 1981, after graduating from university, he had no email, no mobile phone, no voice mail, no fax machine on his working table. Now that he looked back, [...]