1. Be assertive – not aggressive or passive. My definition of assertion is simple: “Say what you mean, mean what you say, and don’t be mean when you say it.” Let this rule guide your conversations with all customers […]
A couple of months ago I had a small kitchen fire in my home. All is well now, but for a few days my family and I camped out in a hotel room and once we returned home we […]
Last week, one of my clients—we’ll call him Rick—had a demo scheduled with a prospect. The standard “show up and throw up” they typically did early in the sales cycle.
Trying to shorten the sales cycle, I asked naively, “Why […]
1) Is it an essential component to your sales mission or just an ingredient in the recipe?
List 10 actions, routines or tasks that are part of your sales day and considered essential components of your sales process.
Now, ask yourself. […]
There are several reasons why consultants ultimately lose deals they should have won. Unless your portfolio is poor, consultants lose contracts because they either didnt listen or they didnt speak effectively to convey what services they could offer, that […]
You, like all marketers have a million and one things to do today! At the top of your priorities is marketing… finding more customers and raking in greater profits. If you’re looking for a simple, proven model to create […]
The first sign that you might need to explore new marketing strategies, is a sharp decline in the effectiveness of your advertisment campaign. Yeah, you shell out a lot of hard earned cash to advertise, and the public turns […]
Some of the most effective things in life are the simplest. Marketers spend a lot of time trying to understand the psyche of consumers, discover ways to predict economic trends and a million other aspects of business that can […]
Many successful marketers began their careers as children setting up a lemonade stand or selling newspapers. Years of experience and exposure to more mature and intricate marketing techniques change a lot of things, but there is one aspect that […]
1. Attention-Getting Ads Get Results
Think about it…how many advertisements do you hear every day…how about every hour? Let’s face it, we’re bombarded with magazine ads, newspaper ads, TV ads, radio ads, and the Internet is plastered with ads on […]