Every business has experienced deals that seem to go on and on. What should have been a 'dead cert' to close in a few months ended up dragging on and on for months and months. You know there are many reasons why this can happen such as changing personnel in

Why are potential clients haggling on price? Very often when i run training courses  there is always a big debate about the ‘P’ word. That’s right price. There may be many reasons someone haggles on price. Many you are aware of such as lack of a strong value proposition

Do you use email for your prospecting? When used correctly email can be a great way to open up new business. Unfortunately, very few salespeople can use email effectively to open up new business opportunities. I was reminded of this when I  received a typical badly structured sales prospecting email