Clearly, describe the 3 biggest benefits of using your product or service. Let’s be blunt. Your prospect doesn't care if you offer the best quality, service, or price.  You have to explain exactly WHY that's important to them.

Here's a quick and easy way to calculate the break-even point for your business, and a FREE download tool to calculate your own break-even...

In any business there are three possible ways to improve profit, these are: Increase sales volume, raise selling price, and reduce costs. If the outputs of your business are services rather than physical products, this can be restated as: Increase the quantity of services provided, raise unit charges (for example hourly fee rates)...

Consultative selling requires product knowledge and technical expertise, but equal to these is customer knowledge and skill. In consultative selling, you become a resource person who, because you fully understand the prospect’s specific needs, you can meet the needs that relate to your product or services and also cross-sell to meet the prospects broader spectrum of needs. 

Part of critiquing your competitors is to understand how exactly you are differentiated from them. If the products and services we sell are exactly the same as the competitors, and we market them in exactly the same way, then the only differentiator we have is price. This is dangerous ground, particularly if our competitors are bigger and more resourceful than us.

Position your marketing and sales activity around what your product and/or service 'does' rather than what it 'is'. Think about what personal advantages the customer receives as a result of purchasing your product or service, how will they 'feel' after they have purchased...

To improve your business, you need to gain and retain customers. But you have to plan for this, improving your competitiveness will be difficult without a marketing plan, and this does not have to be a big thing...

After a great deal of preparation, it is now time to communicate with the prospect, either by telephone, face-to-face contact, or some other appropriate method of communication. This initial contact we refer to as the start of selling process.

The effective use of questions to achieve needs identification and needs satisfaction is the single greatest challenge facing us as salespeople. The types of questions asked, the timing of those questions, and how to pose them greatly impacts your ability to create customer value.