Scarcity of Time as Sales Tool

I recently had a B2B client that put an estimate together for his client, only to have his client then say the five most dreaded words of any freelancer, “I…

The “Soft No”

Just because a prospect rejects your sales pitch doesn’t mean the sale is over.  Typically, their first “no” is actually a “soft no.” It’s very reflexive for prospects to flat…

Sell Values and Benefits Rather Than Features

When selling anything, it is a mistake to emphasize only the features that your service or product comes with. For every feature, you should present the underlying value or benefit…

Know Why Your Customers Are Buying

I walked into a Radio Shack the other day, and the clerk asked me if he could help me.  Considering I haven’t been in a Radio Shack in over a…

Believe in What You Sell, and Sell What You Believe In

I ran into an old friend of mine, Brian, at a nearby bookstore, and we immediately went through the pleasantries of finding out what the other had been up to….