SELLING VALUE – PRICE VERSUS COST

WHY DO WE HAVE TO JUSTIFY THE COST In a complex solution sale, a professional services sale or for something intangible such as training and education services, a cost justification argument is quite likely to be a key element in enabling the prospect to make a decision and you to close the deal.  As working capital within most organisations becomes a scarce commodity it is highly unlikely that they will commit to any level of expenditure without first justifying the cost. If your com ... Read more

WHITE PAPER – COLD CALLING

SIX TOP TIPS FOR COLD CALLING 1. JUST DO IT Set aside specific time for cold calling when you do nothing else at least once or twice a week for 2 hours in peace and quiet and on your own. Remove all distractions email alert and blackberry off, voicemail on, tell your co-workers it's your cold calling session and can they leave you alone and take messages you do not want interruptions Have a well prepared list printed out or in a list format on your PC do not try and work f ... Read more