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Paul Lemberg's Articles in Sales Show All|Display Category|Title|Newest|Oldest 5 Ways To Beef Up Sales...Immediately Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle. Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo. ... Which Is Better: Repeat Business Or New Customers? - Part 1 Of 2 Every management authority on the circuit says that loyal customers and their repeat purchases are the cornerstone of your long-term successful business. The reason is obvious: it is less costly to get your existing customers to buy more than it is to find new ones. The lower cost of sale leads gives you higher operating margins, which you can then invest in other business building activities, and so it goes. Since I'm bringing this up at all, you've got to ask yourself, ... Higher Prices Lead To Higher Profits - Part 1 Of 2 I know at first glance this sounds obvious, but it may be worth it for you to think about your prices. At least just for a moment. How did you decide on your current pricing? Did you conduct market research to understand what prospects would pay? Or did you compare yourself to your competitors and base your price on that? Or was it a crapshoot, and random shot in the dark? These are the ways most people do it, and they are all wrong. Because the price you set for your p...

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