Do you sell Products or Dreams?

In August 1963 Martin Luther King had a “Dream”. Fifty four years later we are still quoting him… Why? Eight Months later at his Rivonia Trial, Nelson Mandela dreamed “I […]

Do we live with a price driven market?

Price doesnt matter Richard Mulvey

Price is not the only thing that matters and it is never the first thing.

I am lucky! In my job I get to meet hundreds and sometimes thousands of sales people every month. Some of them I meet briefly when they attend my seminars and others I get to know quite well when they attend any of the training courses I am involved in. If there is one complaint that I hear more than any other from salespeople it is the “price” complaint.

“We live in a price driven market” or “Price is the only criteria” or “The only way we can compete is to drop our price” or “I couldn’t make the sale because the others were cheaper.” or “How do “they” expect us to sell this product at these prices?”

The best script for making an appointment

I came across a very good script some years ago, that will help you make that appointment. At the start of the telephone call you should use the prospects name, […]

Handling Objections

Handling Objections Jacques de Villiers Power Series

By Jacques de Villiers Jacques will be speaking at the April 2015 Power Series Breakfast on The Power Close I read an article in the Harvard Business Review that quoted […]