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Author Archives: Michael Nick
Understand Why Your Prospects Buy | Why Buyers buy
Simple Exercise to Stay Aligned with Your Buyer’s Expectations Why “they buy” is so much more important than “how you sell”. If you don’t understand why your prospects buy, how do formulate a strategy to sell to them? Start every … Continue reading
I Just Want to Talk to a Human! | Customer Service
To improve your customer service just let me talk to human being, no more of this press 1 for x and 2 for y and 3 for z and so on and so on and so on and so on and … Continue reading
Posted in Sales, Sales Strategy, Sales tools
Tagged customer service, Michael Nick, ROI, ROI Selling, ROI4Sales, Sales, The Key to the C-Suite
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Negotiating Like a Four Year Old
Our four year old has figured out the perfect response to, “It’s too expensive.” Here is my latest lesson on negotiating. Recently we stopped at a Rain Forrest Cafe with our four year old for dinner. As we were ordering, … Continue reading
Value Justification, A Must Have When Selling Today | ROI
Value Justification (ROI) are becoming “must-have” components in the selling equation. The ROI Insider on SearchCIO.com states that, “more than 80 percent of IT buyers now rely on vendors to help them monetize the value proposition of their solutions.” In fact, … Continue reading
Posted in ROI Software, Sales Enablement, Sales Process, Sales Software, Sales tools
Tagged business intelligence, C-Suite, Key to C-Suite, marketing and roi, Michael J Nick, Michael Nick, ROI, ROI Calculation, ROI Calculator, ROI Calculators, roi models, ROI Sales tools, ROI Selling, ROI software, ROI Training, ROI4Sales, Sales, sales enablement, sales process, Sales programs, sales software, Sales tools, Selling process, The Key to the C-Suite, Why Johnny can't sell
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Customer Service: Gone by the wayside
Why has customer service gone by the wayside? The question is real, what has happened to great customer service? There are a handful of companies that provide superior service…Electrolux for example, they get it. Verizon on the other hand…well they … Continue reading
Posted in Sales
Tagged customer service, directtv, electrolux, Michael Nick, sears, Verizon
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Why Your Prospects Buy from You | Sales
We (ROI4Sales) have spent the past several years researching why your prospects buy from you. I would like to share with you some of my research and insight. Over the course several years we worked with our customers and in … Continue reading
Sales Strategy Using a Balance Sheet
There is a unique sales strategy you can use, by simply understanding how to read a Balance Sheet. I am fully aware of how intimidating the Balance sheet can be. Especially if you have never been taught to read one. My advice … Continue reading
Good News and Bad News about Selling
There is good news and bad news about selling. Did you happen to notice how your job as a sales professional has changed? No? Well let me tell you, it has and selling in the future will force you to continue to … Continue reading
Selling Complex Solutions | Complex Sale
Selling complex solutions is not like selling a commodity. Your prospects have a uniqueness about them that requires you to be more thorough, and detailed in your research and presentation. They are typically organized in many silos. These silos are … Continue reading
ROI and Marketing: A Match Made in Heaven
ROI and Marketing is a match made in heaven. Why? ROI Marketing is the process of integrating ROI Selling into your marketing programs, process, and plans. In the past I have touched on the benefits of using ROI Selling in … Continue reading
