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How to add value by ditching the discount

How to add value by ditching the discount

by Cian McLoughlin | Sep 9, 2021 | Latest Blog Post, Psychology of Buying, Sales Tips and Tricks

Everyone wants and deserves a good deal. But a ‘good deal’ doesn’t mean the cheapest price. In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price. We’re trying to create a perceived...
Winning the one percenters

Winning the one percenters

by Cian McLoughlin | Jul 19, 2021 | Latest Blog Post, Psychology of Buying, Sales Tips and Tricks

You don’t win or lose in sales because you’re 50% better or 50% worse than your competition. You win or lose by tiny increments that add up throughout the entire sales cycle. You were the most responsive vendor – Plus 1% Your tender document was...
How to avoid sounding desperate in sales

How to avoid sounding desperate in sales

by Cian McLoughlin | Jul 16, 2021 | Latest Blog Post, Psychology of Buying, Sales Tips and Tricks

“I really struggle to keep the desperation out of my voice”. A salesperson confessed this to me recently, about prospecting and making cold calls. Like so many other salespeople at the moment, he’s under intense pressure to perform and has struggled...
5 ways to avoid sticker shock

5 ways to avoid sticker shock

by Cian McLoughlin | May 23, 2021 | Psychology of Buying, Sales Tips and Tricks

Sticker shock is a funny thing, isn’t it? There you are, engaged with your prospect. Some great meetings. Discovery calls. Deep dives. You get shortlisted. They ask for a proposal. You send it over and then … something changes? Suddenly they go cold or go quiet....
Car wash sales lessons

Car wash sales lessons

by Cian McLoughlin | Mar 25, 2021 | Psychology of Buying, Sales Tips and Tricks

I was reminded the hard way this week of a few key sales lessons, when I went to get my car washed. The attendant looked at the outside and said nothing. He opened the door, looked inside, made a face and said “Very dirty” – Strike one I asked for the standard...
Anatomy of a competitive loss

Anatomy of a competitive loss

by Cian McLoughlin | Mar 19, 2021 | Psychology of Buying, Sales Tips and Tricks, Win Loss Insights

Interested to read the anatomy of a close competitive loss? From a long list of 9 vendors, the client short listed to 2. The feedback from the prospect on the losing vendor was odd. “No negative feedback at all. Basically very, very responsive. Pleasant to work with....
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