I recently read an interesting article by Michael Hyatt who explains his theory of the abundance thinker. The abundance thinker is happy to spend money where they can see a useful result. Here’s what he has to say about it.
Profitable Printing Relationships
Have you ever tried to buy a laptop from the likes of HP or Dell? It’s a scary process! On the Dell website, there are currently nine different lines of laptops to choose from. Some of those have a further six sub-options to choose from. And that’s before you start customizing your laptop. Do you see some parallels with purchasing print here?
When did you last interview a customer? I try and interview a customer every month. The information I get from spending 30 minutes with one of my existing clients is invaluable. Remember, this conversation is not about sales. It is all about finding out about your customer.
We are so used to not getting through to a prospect that we can end up being totally unprepared when someone actually does answer the phone! If someone does answer the phone, you have to grab their attention immediately. Here's how...
What did you do the last time a customer asked for a cheaper price? I’m sure that many salespeople will have offered a lower quote. Let’s face it, it often feels necessary to match a competitor’s pricing.
I remember when I started selling. I was always keen to make the conversation stay positive. I avoided difficult questions. I always tried to talk to prospects and customers about positive things. That led to a big problem.