How to Handle Price Shoppers

Once a month or so, we hold Office Hours.  It's an informal phone chat we host on gotowebinar.  We celebrate successes, and solve problems.  It's a lot of fun, and a super challenging question always comes up.  Here's one from our last Office Hours... How do you respond to callers who want a price over the phone? If [...]

Sales Tip #3: Be UN-afraid of Silence

This is my husband, Hotrod, the Plumber. Hotrod is one of the best salespeople on the planet.  He is a tight lipped guy.  Oh, he can talk.  However, when he puts on his sales hat, he understands Sales Tip #3:  Once you've asked for the sale, shut up.  He is UN-afraid of the silence.   That's because [...]

The Most Interesting Blog Post In The World

Branding 101 - What I Learned from the Most Interesting Man in the World! Recently, I was invited to speak at the Business Experts Forum at the Harvard Faculty Club.  How exciting!  Our assignment was to share our most important, essential, legacy 5 minutes.  As I was putting my materials together for the event, I struggled [...]

Build a Better Flat Rate Price Book

Are you sold on flat rate pricing? (a.k.a. upfront pricing, straight forward pricing or bid pricing.) I hope so. There are lots of reasons why it’s a good idea. The number one reason? Your customers want to know how much it’s going to cost before they agree to the repairs or replacement.  More reasons:  It [...]

Sales Tip: Don’t Let Your Customer Make a Bad Decision

The other day my 20 year old dishwasher died.  Alas.  So, I went to a big box appliance store.   I asked to see some dishwashers and a nice young man escorted me to a row of them.  From left to right, the most expensive to the cheapest were lined up. I barely cook.  It’s just me and Hotrod at home.  I usually wash each dish before I put it in the dishwasher.  I was pretty sure I would be easily pleased with whatever decision I made.  Of course, I was in a hurry.  This is how I made my decision:  I counted 2 from the right and pointed at the 3rd cheapest dishwasher. […]