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Tip 29 Use the 1/10th of 1 Percent Sales Price Rule or Create Your Own
Let's say you're selling a survey research service costing $10,000. Does the dollar amount represent a small or large investment for your prospects? One way to answer the question is to use the 1/10th of 1 percent rule. I created this metric for many of the solutions I represented over the years and it was both simple and helpful. If your company is trying to sell a $10,000 solution to a prospect which has $1 million in annual revenues, your solution would cost them 1 percent of their revenues. That's a fairly significant number to them, one which is likely to require scrutiny, perhaps requiring the CEO to sign off on the purchase. However, if you're selling the same solution to a $25 million company, the purchase is well under 1/10th of 1 percent and would likely be under the radar — often requiring departmental approval and fitting within existing budget amounts. Further, if the purchase is well under 1/10th of 1 percent the prospect might be able to leverage operational budget money, often a faster and easier path than a capital purchase. The same rule holds true for B2C sales, find a working ratio between the investment for your solution and the target household income. Read more...


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Chapter 1 Excerpt - I Brushed the Sand Off My Suit

My days began abruptly at 5:45am with a loud blast of music from the clock radio on the dresser. I would shower, shave, and put on a suit, shirt and requisite tie. If there was time, I'd eat a bowl of cereal, pour some coffee in my travel mug and head out the door at 6:45am. If I was lucky, 45 minutes later I would pull into the parking lot at 7:30am. Assuming I had the customary and usual reports, meetings, conference calls and email threads, I would get back in my car around 6:30pm, and arrive home around 7:15pm. I would repeat this routine five days a week, except on travel days when I'd get up at 4:30am to make a 7am flight. These were extended hour days which often exceeded 16 hours before settling down at my non-descript business hotel. Now let's fast forward to a more recent work day. Read more...


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"StartUpSelling is by far the best insurance agency marketing company I have ever worked with. It's not just the quality of the insurance agent leads they provide, it's the deep and considered approach they take that really impresses me."
Dick Chelten, CLU, ChFC, RHU, Chelten Benefits Group

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