Reducing Costs or Prices Could HELP or HURT Your Business. Here's How to Know.
Coming out of the pandemic, it's easy to consider cutting costs. Or, you might think that in order to attract clients, you need to reduce prices. Deciding to cut costs is never an easy decision, but it can be done for many good reasons. Maybe you are hoping to improve your financial performance, serve your […]
Subject Matter Experts Become Superhuman When They Master This Skill
To become a subject matter expert (SME) you need to have specific knowledge that makes you important and useful to an organization. To clarify the role of an SME, consider three common selling personas: an order taker, a salesperson, and a subject matter expert. An order taker will simply provide the customer with the price, […]
What does it mean for a client to say “I Don’t Know”?
One of the most frequent questions I hear is how to decide if a business opportunity is real or not. When I cover this, I give the audience several helpful questions they can ask to determine if this opportunity is one they should pursue. After all, fact-finding during the discovery phase is a critical element of […]
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