Infocusselling’s Blog

March 4, 2008

Got A Sales Question?

Filed under: INFOCUSSELLING BLOG — Educated and Aware @ 12:43 pm

If you have a sales question, post it as a comment here and we’ll tackle it! If you want to answer or comment on a question here, use the comment option below.



  1. In a negotiation I always end up lowering my price to get the deal. I know this goes against all that “sell to value” stuff but I panic and become afraid I’ll blow it. How do i get out of this mindset?

    Comment by Chad — March 9, 2008 @ 7:00 am

  2. Chad,
    You bring up three points–confidence, price resistance, and negotiation.
    Confidence is a mental game, starting with your belief in your product or service. If you are not confident that your offering is delivering value to the market, you are a mercenary and, unfortunately, you need to find a new job. A highly effective rep believes in his or her offering.
    Price resistance is the result of failing to discover the gains and losses involved in the decision. Do you ask exactly how much your prospect will gain from purchasing your offering, and how much they are losing and will continue to lose if they do not purchase? Price without this frame of reference will always be too high. Make sure that you are getting an unequivocal answer to the question of “how much, in dollars, will this help you?” before you talk about price. When your prospect tells you that they will gain $50,000 in net income, then your $4200 investment seems like a bargain to both of you.
    Negotiation is a very long topic. For one glimpse at it, remember that negotiation is a two way street. If they demand a lower price, make a trade. For example, “For me to offer that price, I will need payment in advance.” Make a list of all the things that you can take or offer, and keep them in your back pocket for just such conversations.
    And, remember, stay INFOCUS™.

    Comment by INFOCUSSelling Team — March 9, 2008 @ 11:24 am

  3. What is the best way to thank a customer/friend for a referral?

    Comment by kristieskreations — March 20, 2008 @ 8:42 pm

  4. In this age of electronic communications, like this blog, the best and most memorable way is a hand written card in a hand written envelope. I recently received a hand written card from someone who I have known a long time. It was a simple congrats and thanks card, but it was unique in that it was delivered by mail and addressed and written in pen. I almost tossed it after reading and then decided to keep it in the file with the project it referenced. How many more times will I see that card and think of her? I would guess in the next month at least twice, which is pretty cheap advertising at 67 cents per hit (card and stamp at $2.00 divided by three views.) Be memorable, be retro.

    Comment by INFOCUSSelling Team — March 23, 2008 @ 9:58 pm

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