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Is
this statement correct? Money now is always worth more than money
later. The coaches encourage little discounting, unless your cash
flow is not! Discounts to encourage prompt sales may boost cash flow
and bring new customers to the business.
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Do
you hate calling a list of prospects and directly asking if they will
do business with you? A kinder, gentler way is to call the very same
people, but to ask them if they know of any one who you should be
talking with about what your company offers. Indirectly, it gives you
the opportunity to educate this prospect about you. Who knows, they
might know someone – and it might be them!
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When
you find your expenses are higher than expected, hold off on
"right sizing" your staff. Instead, share your desire to
reduce with your employees. If they believe their job is not in
jeopardy, they will help you to shop for the most competitive vendors,
take advantage of bulk discounts, lease instead of buying, streamline
office supplies, and secure better rates on all telephone services.
Your employees can be the silver lining in this cloud.
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Sales people who
qualify their prospects in advance of actually speaking to them (“Oh,
I’m not going to call him because he’ll never buy.”) lose the
opportunity for many profitable sales. Don’t be the judge, let your
prospect be the one to say no....or yes!
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February
2001 - Coaching Cards™
