Alan Fairweather

Winning Tactics To Deal With Price Objections

Don't you just hate it when you lose out to a competitor on price? One of my clients recently asked me what to do when one of his salespeople quotes for a customers order and then finds that a competitor gets the order by offering a lower price. Like many businesses, the salesperson visits the customer, establishes their needs, returns to the office and arranges for a quotation to be sent. The... (posted by Alan 4 years 76 days ago.)

Motivate yourself with positive self-talk

Let me tell you a quick story. When I was working in the Beer industry I was intrigued by our top ten successful Bar and Hotel owning customers. The majority of them, to put it tactfully, didn't seem to be particularly sophisticated business people. In other words, they didn't seem to have had any kind of business training or acquired any qualifications. I was discussing with my boss one day how these people... (posted by Alan 6 years 83 days ago.)

Forget The "Sandwich Technique"

Do you remember being told to use the "sandwich" technique when you needed to reprimand someone? Let me give you an example: "Fred, I'm really pleased with how you've been progressing since you joined us and you're doing a great job. However you're not getting your reports in on time and we're missing deadlines. I'd like you to tighten up a bit on this. Anyway,thanks for all you've done so far and keep up the good work."... (posted by Alan 6 years 291 days ago.)