It will happen at some point in your selling career that you will have to raise prices. Your customers are not looking forward to this conversation. Most likely neither are you. You are vulnerable to competition when you raise your prices. After all, who doesn’t think that when prices go up, and especially if too much, it might be time to find another supplier? You … [Read more...]
What to Include in Your Annual Value Delivery Sales Meeting
1. Present your work. Give a list of all the work you did for the account. Of course this means that you have to keep track of the work you do. Are you keeping track? Now is a good time to start. Here are some ideas of what you can track: • Time you don’t invoice. This could be planning meetings you hold and don’t charge your customer. • Deliveries delays avoided or on time … [Read more...]