Here’s a good introduction for you and your salespeople for handling the sales rebuttal “Your price high.”
This video is from Nick Moreno at the National Sales Center, a sales training firm.
BusinessWeek Image: “Raising Capital: Equity vs. Debt ” (source below)
Successful businesses must have enough capital to weather economic downturns, but the sources of this capital differ between companies and can determine how long an organization can survive in times of slow market activity. Some businesses have financed their business largely through the equity of their owners or investors, and other businesses are mostly financed by debt, or loans from lending institutions. Taking a look at the debt to equity ratio can give the owner insights into the financial standing of the business.
What is the debt/equity ratio?
It’s a measure of how much of a business’ assets are leveraged by debt (loans that the business will have to repay) compared to equity (capital that exists inside the business from owners or investors in the business). Math
Successful businesses know how to keep a steady stream of sales through prosperous economic times and the weak economic times that we’re experiencing right now as a nation. In either economic climate, it is critical that businesses maintain a solid sales strategy and avoid certain pitfalls during a sales approach.
In their article entitled “Five Common, Avoidable Sales Mistakes,” Bnet.com lists five traps that salespeople can fall into if they do not keep a consistent, customer focused approach:
Research indicates that market share changes more during a down economy than at any other time, offering businesses unparalleled opportunities if they’re willing to make a strategic investment at a time when most businesses pare down to weather the storm. As reported today on NPR, one-third of industry leaders come out of a recession in a lower market position.
The U.S has just been through its worst recession in decades. More than 100 banks have failed and countless businesses have gone under. But there’s a growing body of research that suggests some companies actually do well in recessions. That’s because recessions create opportunities that don’t tend to occur when the economy is humming along. Inevita
Budget shortfalls have forced many states to get creative about raising revenue during an economic recovery. Tax software provider Sabrix, Inc. recently put together a list of some of 2009’s oddest sales and use tax changes:
Ted Turner took over his father’s billboard business and turned it into a multi-billion dollar empire. Bill Marriott took over his father’s role as CEO of Marriott. Herbert Fisk Johnson III is the seventh generation to lead SC Johnson & Son. With names like these, one would be led to believe that second generation CEOs are primed for success. Unfortunately, for many family-run organizations, statistics show a different story.
According to the USA Today, successfully passing the leadership of a company from one generation to the next is much more rare than expected.
Fewer than one in three companies survive through a second generation of leadership; the odds dive to one in 10 among those that reach a third generation, says Paul Karofsky, executive director emeritus of Northeastern University Center for Family Business who consults with family businesses as they transition between generations.
Succession planning is difficult for all organizations. Cre
