by Cian McLoughlin | Sep 9, 2021 | Latest Blog Post, Psychology of Buying, Sales Tips and Tricks
Everyone wants and deserves a good deal. But a ‘good deal’ doesn’t mean the cheapest price. In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price. We’re trying to create a perceived...
by Cian McLoughlin | Jul 19, 2021 | Latest Blog Post, Psychology of Buying, Sales Tips and Tricks
You don’t win or lose in sales because you’re 50% better or 50% worse than your competition. You win or lose by tiny increments that add up throughout the entire sales cycle. You were the most responsive vendor – Plus 1% Your tender document was...
by Cian McLoughlin | Jul 16, 2021 | Latest Blog Post, Psychology of Buying, Sales Tips and Tricks
“I really struggle to keep the desperation out of my voice”. A salesperson confessed this to me recently, about prospecting and making cold calls. Like so many other salespeople at the moment, he’s under intense pressure to perform and has struggled...
by Cian McLoughlin | May 23, 2021 | Psychology of Buying, Sales Tips and Tricks
Sticker shock is a funny thing, isn’t it? There you are, engaged with your prospect. Some great meetings. Discovery calls. Deep dives. You get shortlisted. They ask for a proposal. You send it over and then … something changes? Suddenly they go cold or go quiet....
by Cian McLoughlin | Mar 25, 2021 | Psychology of Buying, Sales Tips and Tricks
I was reminded the hard way this week of a few key sales lessons, when I went to get my car washed. The attendant looked at the outside and said nothing. He opened the door, looked inside, made a face and said “Very dirty” – Strike one I asked for the standard...
by Cian McLoughlin | Mar 19, 2021 | Psychology of Buying, Sales Tips and Tricks, Win Loss Insights
Interested to read the anatomy of a close competitive loss? From a long list of 9 vendors, the client short listed to 2. The feedback from the prospect on the losing vendor was odd. “No negative feedback at all. Basically very, very responsive. Pleasant to work with....
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