by andycoughlin | Nov 14, 2019 | Uncategorized
In this latest article in the series on competing on price, we look at a great question to ask your customer. It takes confidence to ask, but if your stuck in a price battle, it can help to get the discussion moving. To see the start of the series of articles,...
by andycoughlin | Nov 14, 2019 | Uncategorized
In this third article in the series, we look at whether you really should be competing on price, or whether it’s your customer who is encouraging you to do so. To see the other articles in this series, type ‘Competing on price’ into the search function on this...
by andycoughlin | Nov 14, 2019 | Uncategorized
You may have seen the first article kicking off this series. Businesses are often drawn into price battles, and the purpose of these ten steps is to give you as much chance of winning deals when price becomes an issue – without simply dropping the price. In this...
by andycoughlin | Nov 14, 2019 | Uncategorized
Most businesses find themselves having to compete on cost some of the time. I’m often asked about it by customers. Prompted by a recent conversation with a customer, I’m offering up suggestions over the coming weeks of how to increase your chances of winning when the...
by andycoughlin | Nov 14, 2019 | Uncategorized
We talk a lot on our sales programs about how important it is to have an engaging concept to grab the customer’s attention. This is important if it’s a new-business situation, or if you are taking a new idea to an existing customer. The purpose of the concept at Stage...
by andycoughlin | Oct 31, 2019 | Uncategorized
So England have finally won a penalty shoot-out in a World Cup. And only their second victory on penalties in a major tournament since they beat Spain in the Euro ’96 competition. And the single reason for this win….? ….of course, there’s no single reason. It’s...
by andycoughlin | Nov 13, 2016 | Uncategorized
I’ve yet to meet the customer who has too much time on their hands. So anything we can do to help customers make better use of their valuable time has to be a good thing, right? Participants in our Mindset Selling and Mindset Service programs learn to use toolkits...
by andycoughlin | Nov 13, 2015 | Uncategorized
Sales is tough. You’re the rainmaker, the dealmaker, the person who makes things happen. No sales, no business. And if sales is your focus, it’s probably fair to say pressure is not far behind. Hats off to anyone working in the tough world of sales. Here are two areas...
by andycoughlin | Feb 24, 2015 | Uncategorized
The decision of the FIFA task force to recommend a November / December World Cup, with a potential final two days before Christmas Day is a classic case of powerful Drivers leading to decision making. FIFA took the decision to host the World Cup in Qatar some time...
by andycoughlin | Jan 27, 2015 | Uncategorized
Occasionally we see things happening in our customers which we just have to share with our readers, and last week in Baku I experienced one such thing – they call it a Learning Lunch. It’s both a sign of and a contributing factor towards a truly aligned team. Read on...
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